Account Representative

McLane Company, Inc.; Aurora (CO); On-site; USD 66,000 - 72,000; Full time

Benefits offered by this job

Company vehicle provided

Day 1 benefits: medical, dental, and V

Paid time off from day one

Pet insurance

Maternity/paternity leave

Employee assistance programs

Discount programs

Tuition reimbursement

Job summary

McLane Company, Inc. is seeking a Field Account Representative to develop profitable new customers and grow sales in assigned accounts within a specified geographical area.

You will work with the sales team to respond to customer needs, monitor receivables, and build strong customer relations while controlling expenses. Responsibilities include prospecting leads, managing CRM, showcasing McLane’s value, onboarding accounts, and conducting weekly reviews of order metrics.

Qualifications

• Bachelor’s degree preferred; or five years of relevant sales experience.
• Experience in supply chain/distribution or sales preferred.
• Must be self-motivated with sales/influencing skills.
• Proficient in MS Outlook, Excel, Word, and PowerPoint.
• Ability to work with various stakeholder groups and manage reports.

Responsibilities

• Prospect leads through CRM; make cold calls to potential customers.
• Manage CRM to identify growth opportunities within accounts.
• Highlight McLane’s value proposition and quantify benefits for customers.
• Onboard accounts and coordinate with divisions on set up.
• Plan itineraries; schedule and perform store visits and product resets.
• Monitor order frequency, size, and concentration to meet sales targets.
• Evaluate competitors and adjust item selection and promotions accordingly.
• Communicate with store owners via phone, email, and in-person meetings.
• Support division projects and seasonal load changes.

Skills

Sales

Customer relations

Time management

Communication

Self-motivation

Team collaboration

Education

Bachelor’s degree preferred or 5 years experience

Tools

CRM software

Microsoft Outlook

Excel

PowerPoint

Job description

Job Description - Field Account Representative (JR111709)

Field Account Representative - ( JR111709 )

Take your career further with McLane!

McLane teammates, the driving force behind our success, are diverse professionals who work together seamlessly to keep our operations running smoothly. As a teammate, you will pair your dedication, expertise, and collaborative spirit with your fellow teammates to serve America’s most beloved brands. McLane leaders think long-term, act with purpose, and inspire high performance. They lead with accountability, communicate clearly, and drive results through collaboration, innovation, and continuous growth. They empower each teammate to learn from industry leaders, develop their skills, and build lasting connections nationwide.

As a Field Account Representative, you 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 you can count on:

• Pay rate: $66,000 to $72,000 per year.
• This role is also eligible to participate in the annual incentive plan with a target incentive of 20% of your base annual salary.
• Company vehicle provided.
• Day 1 Benefits: medical, dental, and vision insurance, FSA/HSA, and company-paid life insurance.
• Paid time off begins day one.
• Additional benefits: pet insurance, maternity/paternity leave, employee assistance programs, discount programs, tuition reimbursement program, and more!

What you’ll do as a Field Account Representative:

• 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.

Qualifications you’ll bring as a Field Account Representative:

• 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.
• 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.

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.

Fit the following? We want you here!

• Teamwork oriented
• Organized
• Detailed

Our roadmap. Our story.

We’ve been forging our path as a leader in the distribution industry since 1894. Building an expansive nationwide network of team members for 130+ years has allowed us to stay agile for our clients across the restaurant, retail, and e-commerce industries. We look to the future and are ready to continue making industry-defining moves by embracing the newest technology into our practices, continuing team member training, and emphasizing our people-centered culture.

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

All 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.