Field Account Representative (San Diego, CA)

About the role

McLane teammates, the driving force behind our success, are diverse professionals who work together seamlessly to keep our operations running smoothly. As a Field Account Representative, you will develop profitable new customers, as well as grow sales in existing accounts.

Responsibilities

• Manage entire sales cycle process.
• Possess and use CRM tool to prospect leads.
• Make cold calls to prospective customers.
• Manage CRM tool and identify growth opportunities within existing accounts.
• Highlight McLane's value proposition to prospective customers.
• 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, emails, and onsite meetings.
• Upsell new business concepts of McLane Company in assigned accounts.
• Plan, schedule, coordinate, and participate in reset/re-tag of each store.
• 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.
• Maintain or exceed current division gross profit, per stop standards.
• Ensure accounts are sold through approved billing plans.
• Ensure accounts do not require unusually high expenses to service with less than division operating income as a result.
• Evaluate account volume and adjust service methodology as necessary.
• Perform other duties as assigned.

Qualifications

• 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.
• 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.
• This position requires the ability to read, write, and understand English at a level sufficient to perform job-related tasks effectively and safely.
• 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.

Benefits

• Pay rate: $70,000 to $76,000 per year.
• 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.
• Additional benefits: pet insurance, maternity/paternity leave, employee assistance programs, discount programs, tuition reimbursement program, and more!