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Field Sales Representative

4 months ago

Pleasanton, United States McLane Company Full time

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.

PAY AND BENEFITS:
The pay range for this position is $67k to $72k based on qualifications and experience. This role is also eligible to participate in the annual incentive plan with a target incentive of 15% of your base annual salary. Full-time employees are offered benefits including health/RX, dental and vision insurance; flexible and health spending accounts (FSA/HSA); short and long-term disability coverage, supplemental life insurance; 401(k); paid time off and holiday pay for Company designated holidays.

Achieves sales quotas by growing sales in new accounts, managing leads, and developing profitable customers. Focuses on developing a portfolio of single store owners and small chains in the respective market. Onboards new business and ensures retention of the new accounts. Evaluates prospective business and assigns the appropriate billing plans based on volume requirements. 

ESSENTIAL JOB FUNCTIONS / PRINCIPAL ACCOUNTABILITIES: 

  • Manage entire sales cycle process:
    • Prospect leads through CRM tool. Make cold calls to prospective customers.
    • Highlight McLane’s value proposition to prospective customers including quantifying the benefit received by partnering with McLane Maintain and manage data within the CRM tool.
    • Assign profitable billing plans according to expected volume.
    • Manage application process and working cross functionally with divisions to follow through with account set up.
    • Onboard account and schedule initial store set up.
    • Transition account to Field Account Manager after account initiation phase is complete.
  • Ensure all new accounts have the following criteria or items in place to meet or exceed weekly sales-per-store and YTD budgeted sales:
    • Ensure new customers submit required licenses and documentation.
    • Meet McLane credit qualifications and accounts receivable guidelines according to NSF policy.
    • Understand sales plans presented 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.
  • Understand and effectively communicate McLane’s product and service portfolio, requirements, and terms.
  • Evaluate and understand competitors’ strengths, weaknesses, financials, technologies, new initiatives, and limitations within their defined territory.
  • Attend National Sales Leadership Conference.
  • Perform other duties as assigned.

MINIMUM QUALIFICATIONS AND REQUIREMENTS:

  • 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.
  • Requires a self-motivated individual 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.

OTHER REQUIREMENTS:

  • 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.
  • Must be 18 years old or older with a valid driver’s license and a safe driving record.
  • Must be able to successfully pass an employment verification, drug screen, and criminal background check.

WORKING CONDITIONS: 

  • The work conditions are primarily in a retail setting of a customer store, vehicle, or occasionally in an office environment.

PHYSICAL DEMANDS:

  • Standing, walking, bending, pushing, pulling, grasping, and periodically reaching above the head
  • Exerting 15-20 pounds of force occasionally (activity or condition exists up to 1/3 of the time)
  • Exerting 5-10 pounds of force frequently (activity or condition exists 1/3 to 2/3 of the time)
  • Exerting up to 5 pounds of force constantly to move objects.

TRAVEL:

  • Local travel is required.
  • Overnight travel varies by market area.

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.