Note: The job is a remote job and is open to candidates in USA. McLane Company, Inc. is hiring a Field Account Representative to develop new customers and grow sales within assigned accounts in a specified territory. The role manages the sales cycle, customer relationships, account performance, and store-level merchandising activities.
Responsibilities
- Manage entire sales cycle process
- Prospect leads through CRM tool. Make cold calls to prospective customers
- Manage CRM tool and use it to identify growth opportunities within existing accounts
- Highlight McLane’s value proposition to prospective customers including quantifying the benefit received by partnering with McLane
- Manage application process and working cross functionally with divisions to follow through with account set up
- Onboard account and schedule initial store set up
- Conduct a weekly review of order frequency, order size and concentration of purchases with existing customers
- Review item selection versus industry/market/competition/season and make recommendations on item selection, plan-o-grams and promotional planning or distribution guidelines with existing customers
- Tour national convenience and drug outlets for potential new items or categories
- Communicate with store owners through phone calls, e-mails, and onsite meetings
- Upsell new business concepts of McLane Company in assigned accounts that include Virtual Trade Show Deals, Consumer Value Products, McLane technology solutions, McLane Fresh, McLane Best Sellers, Emerging Brands, and all other sales initiatives
- Manage territory and time by planning itinerary effectively and efficiently
- Allocate call frequency based on the account’s potential value
- Participate in divisional projects to include seasonal load change communications and other projects necessary to provide excellent communication and follow-up resulting in enhanced customer perception of McLane
- Plan, schedule, coordinate, and participate in reset/re-tag of each store
- Monitor, maintain, and replace shelf tags as necessary during weekly store visits to include new and replacement items
- Evaluate and understand competitors’ strengths, weaknesses, financials, technologies, new initiatives, and limitations within their defined territory
- Ensure all new and existing accounts meet or exceed weekly sales-per-store and YTD budgeted sales
- Maintain legally required state and municipal product licenses
- Meet McLane credit qualifications and accounts receivable guidelines according to NSF policy
- Understand sales plans and any other financial considerations, such as incentive rebates or allowances
- Maintain or exceed current division gross profit, per stop standards
- Ensure accounts are sold through approved billing plans
- Ensure account does not require unusually high expenses to service with less than division operating income as a result
- Ensure accounts meet minimum order size requirements
- Evaluate account volume and adjust service methodology as necessary
- Perform other duties as assigned
Skills
- Must be self-motivated with sales/influencing skills
- Skilled in Microsoft Outlook, Excel, Word, and PowerPoint
- Ability to work with and communicate with different reporting level groups, to include McLane customers (store managers), drivers, customer service, and peers
- Ability to understand the information and reports available to assist in managing assigned accounts, including Analysis and Reporting Tool, Customer and Load/Route Management, Divisional Item Inquiry, and Customer Inquiry
- Ability to manage time and resources effectively
- Ability to work independently and work effectively in a team environment
- Strong verbal and written communication skills with an ability to connect with customers
- This position requires the ability to read, write, and understand English at a level sufficient to perform job-related tasks effectively and safely. This includes understanding work instructions, safety protocols, and communications essential to the role. The requirement is directly related to the nature of the job and ensures compliance with workplace safety and operational standards
- Must be 18 years old or older with a valid driver's license and a safe driving record
- Bachelor's degree (preferred)
- Five years of relevant work experience in sales may substitute for the bachelor's degree
- Experience in supply chain/distribution or sales is preferred
Benefits
- Eligible to participate in the annual incentive plan with a target incentive of 20% of your base annual salary.
- Day 1 Benefits: medical, dental, and vision insurance, FSA/HSA, and company-paid life insurance
- Paid time off begins day one.
- 401(k) Profit Sharing Plan after 90 days.
- Pet insurance
- Maternity/paternity leave
- Employee assistance programs
- Discount programs
- Tuition reimbursement program
Company Overview