Field Account Representative

$67,000 - $70,000/Yr

McLane Company - Olympia, WA

Full-time - Entry Level

Olympia, WA

Merchant Wholesalers, Nondurable Goods

About the position

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 $67k to $70k based on qualifications and experience. This role also offers an annual incentive plan with a target of up to 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.

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 work 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.

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.

Benefits

• 401(k) matching
• Dental insurance
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid holidays
• Vacation time
• College tuition reimbursement