Field Account Representative

McLane is one of the largest and most stable supply chain services leaders in the United States. We’ve been at the forefront of delivering retail and restaurant solutions for convenience stores, mass merchants, drug stores, and chain restaurants for over 125 years. Our vision is to be an agile, innovative, and unified supply chain partner that delivers a superior customer experience, improves the lives of our teammates and community, and produces best-in-class returns.

The pay range for this position is $60K to $64K based on qualifications and experience. This role is also eligible to participate in the annual incentive plan with a target incentive of 20% of your base annual salary.

The Field Account Representative will develop profitable new customers, as well as grow sales in existing assigned accounts to achieve sales goals in a specified geographical area consisting of primarily independent and smaller group customers. Participate with the sales team to understand and respond to customer needs, monitor accounts receivable, and build strong customer relations while controlling expenses within budget guidelines.

Benefits

• Day 1 Benefits available: medical, dental, and vision insurance, FSA/HSA and company-paid life insurance.
• Get paid early. Get paid fast.
• 401(k) with annual company match.
• Paid holidays, vacation time, college tuition reimbursement, and more!
  
  
  

Essential Job Functions / Principal Accountabilities

• 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.
  

Minimum Skills And Qualifications Requirements

• Bachelor’s degree (preferred); or five years of relevant work experience in sales may substitute for the bachelor’s degree.
• Experience in supply chain/distribution or sales is preferred.
• 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.
• Ability to work a flexible schedule to meet the needs of McLane and specific customers including early mornings, overnight stays, and driving long distances to meet customer demands.
  
  
  

Working Conditions

• The work conditions are primarily in a retail setting of a customer store, vehicle, or occasionally in an office environment.
• Local travel is required.
• Overnight travel varies by market area.
• Must be 18 years old or older with a valid driver’s license and a safe driving record.
• Must be able to successfully pass an employment verification, drug screen, and criminal background check.
  
  
  

Physical Demands

• Standing, walking, bending, pushing, pulling, grasping, and periodically reaching above the head.
• Exerting 15-20 pounds of force occasionally (activity or condition exists up to 1/3 of the time).
• Exerting 5-10 pounds of force frequently (activity or condition exists 1/3 to 2/3 of the time).
• Exerting up to 5 pounds of force constantly to move objects.
  
  
  

Candidates may be subject to a background check and drug screen, in accordance with applicable laws.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Primary Location United States-New York-Albany

Other Locations

United States-Massachusetts-Springfield, United States-New York-Baldwinsville

Work Locations GR995 RL - Albany, NY

Job Sales

Schedule Full-time

Shift 1st - Day

Employee Status Regular