Field Sales 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.

The Field Sales Manager is the primary sales leader for the Field Account Representative (FAR) Team. Provide leadership to the Field Account Reps by developing their abilities with constant challenges, daily motivation, and support. This position is responsible for directing and achieving profitable new business, growing sales, responding to customer needs, monitoring accounts receivable, building strong customer relations, presenting new McLane programs, aligning McLane resources with the customer's needs, managing customer expectations and perception of McLane and controlling expenses within budget guidelines.

BENEFITS:

• Day 1 Benefits available: medical, dental, and vision insurance, FSA/HSA and company-paid life insurance.
• 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:

• Participate in forecasting budgeted sales for existing accounts as well as potential new accounts in their assigned areas.
• Achieve and/or exceed sales and gross margin budget for the independent business.
• Ensure all new and existing accounts have the following criteria or items in place:
  
  
  
  • Approved credit qualifications and applicable payment policies.
  • Mutual understanding with assigned customers as to sales plans presented and any other financial considerations, such as incentive rebates or allowances.
  • Maintains or exceeds current gross profit, per stop standards.
  • Accounts are sold through approved billing plans.
  • Accounts meet minimum order size requirements.
  
  
  
  
• Monitor and manage accounts receivables for all independents within approved payment terms.
• Provide weekly follow-up on all A/R issues to the Section Sales Manager, per the requirements set forth by the finance department.
• Managing the independent item profiles - new, replacement, and discontinued items, and the shelf tag replacement processes to support the independent sales reps.
• Evaluate customer sales and gross margin to maximize budgeted goals through the following activities:
  
  
  
  • Responsible to sell all business solutions of McLane Company.
  • Responsible to participate in divisional projects to include seasonal and holiday load change communications and other projects as necessary.
  • Work with and coordinate customer needs as well as new customer needs through the assigned customer service representative.
  • Present clear, concise direction and instruction with follow-up.
  • Have a clear understanding of the information and reports available to assist in managing ISR assigned accounts and have the ability to extract and apply that data in a manner that is useful to the independent.
  • Evaluate and understand all competitors' strengths, weaknesses, financials, technology, new initiatives, limitations, etc. within the section.
  • Spend a minimum of 70% of their time in traveling with ISR's in their Section.
  
  
  
  
• Complete required sales and leadership training.
• Stay current on industry trends.
• Recruit, hire, train and lead a staff of Independent Sales Representatives.
• Provide bench strength planning and development of the ISR teammates.
• Arrange meetings with potential customers to prospect for new business.
• Respond to incoming email and phone enquiries.
• Manage the gathering of market and customer information.
• Communicate and advise on product developments and discussing special promotions.
• Accomplish marketing and sales objectives by planning, developing, implementing, and evaluating.
• advertising, merchandising and trade promotion programs; developing field sales action plans.
• Identify marketing opportunities by identifying customer requirements; defining market, competitor's share, and competitor's strengths and weaknesses; forecasting projected business.
• Improve product marketability and profitability by researching, identifying, and capitalizing on market opportunities.
• Sustain rapport with Independents by making periodic visits; exploring specific needs; anticipating new opportunities.
• Train customers and teammates on McLane technology applications.
• Maintain and grow the independent business in their assigned Section.

MINIMUM QUALIFICATIONS AND REQUIREMENTS:
A teammate in this position must:

• Have a bachelor's degree with 2 years' experience in management or 5 years of experience in management in the grocery, sales, retail, or similar job fields.
• Have an In-depth understanding of C Store class of trade with experience working in a multicultural environment.
• 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.
• 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 skilled on Excel, Microsoft Word and PowerPoint PC programs.
• Be willing to travel as requested.
• Be experienced in managing staffs with a background in hiring, training, motivating and resolving employee relations issues.

WORKING CONDITIONS:

• The work conditions are primarily in an office, vehicle or customer store.
• Expected regional travel ranging from 50%-75% throughout GA, AL, and SC.

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.