Program Sales Manager

The Distribution Group Inc•Grand Rapids, MI

About The Position

We’re a fourth generation, family-owned distributor based in Grand Rapids, MI, with over a century of delivering Fresh Ideas, Fresh Products, and Fresh Solutions to our customers. We believe in treating our team like family and our customers like partners- because when our people succeed we all do. At Van Eerden, you’re a part of a family-owned company that’s been committed to excellence in foodservice for more than 100 years. We are seeking a high-impact Program Sales Manager to lead the strategic growth, profitability, and retention of our multi-unit and program sales portfolio. This role is built for a commercially driven leader who thrives at the intersection of enterprise business development and portfolio optimization. You will be responsible for securing new large-scale restaurant groups while unlocking incremental value from existing programs—designing commercial strategies, improving margins, and ensuring operational excellence that delivers for both the customer and the business.

Requirements

5–7+ years of progressive experience in multi-unit foodservice sales, enterprise distribution, or strategic program management.
Proven success in complex contract negotiations, financial modeling, P&L management, and leading RFP processes.
Ability to drive outcomes across Sales, Finance, Operations, and Purchasing—without direct authority.
Advanced proficiency with ERP systems, pricing tools, and Excel to support data-driven decision-making.
Strong presentation and negotiation skills, with the ability to translate complex data into clear, compelling business insights.

Responsibilities

Strategic Business Development & Market Expansion
Win New Enterprise Business: Identify, pursue, and secure high-potential multi-unit restaurant groups and regional chains, building a robust and sustainable sales pipeline.
Lead Complex RFPs: Own the full RFP lifecycle, crafting compelling value propositions, sophisticated pricing models, and program structures that attract and retain “anchor” accounts.
Strengthen Market Positioning: Track industry trends and competitor activity to continuously refine and differentiate our enterprise service offerings.
Ensure Seamless Onboarding: Guide new customers from contract execution through go-live, ensuring service levels, delivery milestones, and program expectations are met from day one.
Commercial Excellence & Profitability Optimization
Protect and Grow Margins: Conduct financial reviews of existing programs to identify pricing gaps, margin erosion, and cost-recovery opportunities.
Enhance Program Economics: Negotiate deviated costs, manufacturer rebates, and private brand conversions to improve profitability.
Optimize Cost-to-Serve: Partner with Operations and Purchasing to improve order cadence, drop sizes, and inventory velocity—balancing efficiency with customer expectations.
Ensure Contract Compliance: Monitor purchase adherence and volume commitments to maximize portfolio yield and program integrity.
Strategic Account Management & Consultative Leadership
Executive-Level Partnerships: Serve as the trusted strategic advisor to senior leaders within key accounts, building long-term, value-driven relationships.
Insight-Led QBRs: Deliver data-rich Quarterly Business Reviews that provide clear, actionable insights on spend, usage patterns, and supply chain performance.
Senior Issue Resolution: Act as the escalation point for complex operational, service, or financial challenges, ensuring swift resolution and sustained customer confidence.
Proactive Solutioning: Introduce innovative product solutions and supply chain improvements that support customer growth and operational goals.