Field Account Representative (Lynwood, WA)

Field Account Representative

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: $80,169 to $84,000 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 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.

Teamwork oriented Organized Problem solver Detailed