Sr National Account Manager

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.

Responsible for leading the long-term relationship with large, key customers while achieving a sales budget with assigned account customers. The Sr. Account Manager exhibits excellent communication skills with assigned customers, division management teams that service the assigned accounts, and with senior management of McLane Company. The Sr. Account Manager is responsible for achieving incremental growth with assigned customers and growing profitability with customers by identifying additional business opportunities. The Sr. Account Manager has shared responsibility with the Account Representative in follow-up and execution of current service offerings, accounts receivable issues, business reviews, and new category or item presentations. The Sr. Account Manager must be aware of decisions that affect company profitability and expense control and should work with divisions in finalizing decisions that impact division operations, while maintaining a sound relationship with assigned accounts. Development of strong relationships with executive level customer management is a key responsibility of the Sr. Account Manager.

Benefits

Day 1 Benefits available: medical, dental, and vision insurance, FSA/HSA and company-paid life insurance. Get paid early. Get paid fast. 401(k) with annual company match. Paid holidays, vacation time, sick leave accrual, college tuition reimbursement, and more

Essential Job Functions / Principal Accountabilities

Other duties may be assigned. A teammate in this position must have the ability to:

Manage multiple key accounts that are large and complex in scope whose current and future relationship with McLane is important to company growth and profitability. Develop sales budget and forecasts for assigned accounts. Develop and prepare presentations for assigned accounts. Meet, in person, with key executives of assigned accounts noting issues and actions necessary to resolve issues to the satisfaction of the customer. Work with the customer’s field organization to develop open lines of communication between the store level management and the servicing McLane division(s) and assigned Account Representatives. Communicate division concerns with assigned accounts to resolve the issues with the customer. This would include A/R, SKU management, reroutes, delivery windows, overstock inventory disposition, distribution communications, and other items that affect division operations and profitability. Monitor compliance with specific service agreements of assigned accounts to include rebate payments, advertising, concentration of purchases and buying patterns, and overstocks. Hold regular communications with division(s) servicing assigned accounts to discuss account activity and solicit feedback on follow-up. Interface with corporate and division purchasing departments to protect service levels of assigned accounts and division on product mix, promotional items, distributions and new category additions or deletions. Review account profitability to ensure company targets and individual division targeted profitability targets are met. Work with vendors and manufacturers to coordinate or initiate new programs or plan-o-grams to maximize profits for McLane Company, its vendors and customers. Maintain open line of communication with Division Customer Service Rep and Account Rep and provide timely, clear and concise feedback on account activity. Attend trade shows with assigned accounts with specific objectives to achieve at the shows and analyzes manufacturer opportunities that fit the customer strategy and meet our profit expectations. Present the full range of McLane products, services and capabilities either independently or in tandem with the Account Representative. Develop strong relationships with key customers (both existing and new) at the merchandising and store operations senior management levels that result in a favorable perception of McLane. Review account profitability models prepared according to the profit model timeline published by accounting to ensure company and individual division targeted profitability objectives are met. The Sr. Account Manager shares the following account responsibilities with the Account Representative and are accountable to provide clear, concise communication with corporate and division management teams: Sales objectives established, monitored, and met. Account profitability meets corporate and division operating income targets. Account service changes are initiated with minimal impact on division expenses. Visibility with customers is essential at their corporate facility, as well as regional, divisional, and individual store locations. Joint presentations of annual/semi-annual business reviews and new programs, concentration of purchases, seasonal promotion, trade shows, cause marketing, SKU management, future deletions, plan-o-grams, overstock reductions, order guide integrity, customer trip program, SMS, Consumer Value Products (CVP), McLane technology solutions and any other new programs developed for future sales growth. Lead and motivate a team of multiple direct reports who are responsible for maintaining the day-to-day relationship with each of the accounts. Provide necessary materials and resources in order for direct reports to achieve customer satisfaction. Recruit, recommend, train, write performance appraisals, give feedback, hold accountable and provide corrective action as necessary to create a skilled and high performing team. Understand the information and reports available to assist in managing their assigned accounts and train the account management team to properly and effectively utilize these tools. Forecast and achieve sales budget in assigned accounts while taking steps to protect and improve McLane’s profitability. Achieve results through clear, concise and timely communications with assigned customers, division and corporate management and sales team members and manufacturers. Become well versed on all aspects of McLane Company and the industry as a whole.

Minimum Skills And Qualification Requirements

A teammate in this position:

Must possess a Bachelor’s degree with a minimum 6 years industry related sales or related experience. Must have knowledge in all aspects of McLane Company and the industry as a whole. Must have experience managing and leading teams. Must have strong computer skills to include McLane systems plus Microsoft Word, Excel and PowerPoint. Must have experience communicating and interfacing with various levels of customers including mid managers and company executives of large, complex companies. Must be able to travel extensively since managing multiple accounts. Possess leadership abilities to include both verbal and written communication skills, a professional attitude and appearance, organization skills, strong self confidence, multi-task oriented decision making skills and the ability to plan for success. Be able to understand and compute the profitability of customers and product lines as well as produce accurate and informative business reviews and new customer presentations. Be able to work with and communicate with many different reporting level groups, to include store managers, district managers, peers, and subordinates. Be experienced in managing staffs with a background in hiring, training, motivating and resolving employee relations issues. Have the ability to write reports, business correspondence, procedure manuals, intra-company memos and outside correspondence. Have the ability to effectively present information and respond to questions from groups of managers, customers, vendors and teammates. Be able to define problems, collect data, establish facts and draw valid conclusions. Possess strong analytical and communication skills with a proven ability to work effectively in a team environment. Possess a valid driver’s license and a good driving record.

Working Conditions

The work conditions are primarily being an office, vehicle or customer store. This position has official supervisory responsibilities.

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

All qualified 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.

Primary Location United States-Virginia-Chesapeake

Work Locations GR995 RL - Chesapeake, VA

Job Sales

Schedule Full-time

Shift 1st - Day

Employee Status Regular #J-18808-Ljbffr