Field Account Representative (Grand Junction, CO)

McLane Company, Inc; Denver (CO); Hybrid; USD 66,000 - 72,000; Full time

Benefits offered by this job

Annual incentive plan

Medical/dental/vision insurance

Paid time off from day one

401(k) profit sharing

Pet insurance

Maternity/paternity leave

Employee assistance programs

Discount programs

Tuition reimbursement

Job summary

McLane Company, Inc is seeking a Field Account Representative to grow sales in assigned Colorado accounts and develop new profitable customers across a defined geographic area. You will manage the entire sales cycle, build strong customer relationships, and work with cross-functional teams to set up accounts and optimize promotions.

The role requires a proactive, self-motivated salesperson with excellent communication and time management skills, willing to travel locally and nationally as

Qualifications

• Bachelor's degree preferred, or 5 years sales experience.
• Experience in supply chain/distribution or sales preferred.
• Self-motivated with sales/influencing skills.
• Proficient in Microsoft Office tools.
• Ability to communicate with store managers, drivers, and peers.
• Flexible schedule and travel as needed.
• English reading/writing proficiency.

Responsibilities

• Manage entire sales cycle from prospecting to close.
• Prospect leads via CRM; make cold calls.
• Use CRM to identify growth in accounts.
• Present McLane's value proposition to customers.
• Coordinate account setup with divisions.
• Onboard accounts and schedule store setup.
• Review order frequency and size weekly.
• Suggest item selections and promotions.
• Travel to outlets to source items.
• Communicate with store owners by phone, email, on-site.
• Upsell McLane concepts in assigned accounts.
• Plan itineraries and allocate call frequency.
• Participate in seasonal load changes and projects.
• Plan, schedule, and perform store resets.
• Maintain shelf tags during visits.
• Understand competitors and market.
• Ensure accounts meet weekly sales and budget.
• Maintain required licenses.
• Meet credit qualifications and AR guidelines.
• Understand incentives and allowances.
• Maintain gross profit per stop.
• Ensure billing plans are followed.
• Ensure low expenses relative to income.
• Meet minimum order size.
• Evaluate account volume and adjust service.
• Perform other duties as assigned.

Skills

Sales experience

CRM tools

MS Office

Communication skills

Time management

Team collaboration

Education

Bachelor's degree preferred

Five years sales experience

Tools

Outlook

Excel

Word

PowerPoint

Job description

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.
• 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!

What you'll do as a Field Account Representative:

• 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.

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
• Problem solver
• 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.

For our complete EEO and Pay Transparency statement, please visit https://www.mclaneco.com/legal/employment/

Primary Location: United States-Colorado-See GeoCities

Work Locations: Remote/Travel- CO (C)

Street address not available

See GeoCities 80014

Business Unit: GR995

Job: Sales

Schedule: Full-time

Shift: 1st - Day

Employee Status: Regular