Note: The job is a remote job and is open to candidates in USA. McLane Company, Inc. is hiring a Sales Manager to grow profitable sales across new and assigned customer accounts. The role develops sales strategies, manages customer relationships and business reviews, analyzes account performance, and coordinates McLane resources to meet customer needs.
Responsibilities
- Achieve profitable new business, growing sales in existing assigned accounts, forecasting and responding to customer needs, developing and implementing strategic sales plans aligned with corporate goals, monitoring accounts receivable, building strong customer relations, presenting new McLane programs, aligning McLane resources with the customer’s needs, managing customer expectations and perception of McLane, and controlling expenses within budget guidelines
- Develop and execute strategic plans steeped in customer insights—striving to exceed sales targets and expand our customer base
- Sell McLane solutions in assigned accounts and grow sales through new and expanded business
- Understand financial selling—calculating the profitability of customers and products as well as producing accurate and informative presentations
- Understand and favorably impact the variables impacting fill rate, in stocks, and surety of supply
- Participate in divisional projects to include action plans on new business onboarding, semi-annual re-routes, aged inventory disposition, recalls, and other projects requiring excellent communication and follow-up
- Provide regular digital record of all customer engagements—highlighting friction, strategic concerns, opportunities, and actions required
- Prepare and lead customer business reviews (minimum quarterly) for assigned accounts—routinely presenting new programs, promotions, trade events, SKU management, gap analysis, overstock reduction, McLane technology solutions, and other new programs developed for future sales growth
- Consistently utilize and promote the Key Account Leadership process (KAL) and adoption of McLane technology investments (e.g.: Salesforce.com, Tableau, etc.)
- Build and maintain relationships with key customer influencers and decision makers
- Maintain visibility with customers in stores, meetings, and at their office, per assigned call frequency—identifying friction and opportunities to grow sales
- Effectively learn and utilize McLane technology investments to ensure efficiency, accuracy, and consistency when communicating on behalf of McLane
- Clearly understand all information and reports available to assist in managing assigned accounts and employ those resources in a manner that adds value to the customer and McLane
- Not afraid to ask questions, with proven ability to learn and apply knowledge towards individual effectiveness
- Evaluate and understand publicly available insights into key competitors’ strengths, weaknesses, financials, technology, new initiatives, limitations, etc
- Stay current on industry trends, enhanced selling, and leadership training, perpetually growing skills and knowledge of the role and industry
- Other duties as assigned
Skills
- Bachelor's degree in business or related field
- Understand and compute the profitability of customers and product lines as well as produce accurate and informative business reviews and new customer presentations
- Possess leadership abilities to include both verbal and written communication skills, a professional attitude and appearance, organization skills, strong self-confidence, multi-task-oriented decision-making skills, and the ability to plan for success
- Highly proficient in Excel, Microsoft Word, and PowerPoint applications
- This position requires the ability to read, write, and understand English at a level sufficient to perform job-related tasks effectively and safely
- Teamwork oriented
- Organized
- Problem solver
- Detailed
Benefits
- Day 1 medical, dental, and vision insurance
- Day 1 FSA/HSA
- Day 1 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