Field Account Representative (South Denver)

About the Role

This role focuses on developing profitable new customers and growing sales in existing assigned accounts to achieve sales goals within a specified geographical area, primarily serving independent and smaller group customers.

Key Responsibilities

• Manage the entire sales cycle process.
• Prospect leads through a CRM tool and make cold calls to prospective customers.
• Identify growth opportunities within existing accounts using the CRM tool.
• Highlight McLane’s value proposition to prospective customers, quantifying benefits.
• Manage the application process and work cross-functionally for account setup.
• Onboard accounts and schedule initial store setup.
• Conduct weekly reviews of existing customer order frequency, size, and concentration.
• Review and recommend item selection, plan-o-grams, and promotional planning based on market and competition.
• Tour national convenience and drug outlets for potential new items or categories.
• Communicate with store owners via phone calls, emails, and onsite meetings.
• Upsell new business concepts including Virtual Trade Show Deals, Consumer Value Products, McLane technology solutions, McLane Fresh, McLane Best Sellers, Emerging Brands, and other sales initiatives.
• Manage territory and time by planning an effective and efficient itinerary.
• Allocate call frequency based on account potential value.
• Participate in divisional projects, including seasonal load change communications and other initiatives to enhance customer perception.
• Plan, schedule, coordinate, and participate in store resets and re-tags.
• Monitor, maintain, and replace shelf tags as necessary, including for new and replacement items.
• Evaluate and understand competitor strengths, weaknesses, financials, technologies, new initiatives, and limitations within the 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.
• Understand sales plans and 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 accounts do not require unusually high expenses to service with less than division operating income.
• Ensure accounts meet minimum order size requirements.
• Evaluate account volume and adjust service methodology as necessary.
• Perform other duties as assigned.

Requirements & Tech Stack

• CRM tool
• Microsoft Outlook, Excel, Word, and PowerPoint
• Analysis and Reporting Tool
• Customer and Load/Route Management
• Divisional Item Inquiry
• Customer Inquiry

Qualifications

• Bachelor’s degree (preferred) or five years of relevant work experience in sales.
• Experience in supply chain/distribution or sales is preferred.
• Must be self-motivated with sales/influencing skills.
• Ability to work with and communicate with different reporting level groups, including store managers, drivers, customer service, and peers.
• Ability to understand and utilize available information and reports to manage assigned accounts.
• Ability to manage time and resources effectively.
• Ability to work independently and effectively in a team environment.
• Strong verbal and written communication skills with an ability to connect with customers.
• Ability to work a flexible schedule, including early mornings, overnight stays, and long-distance driving.
• Ability to read, write, and understand English at a level sufficient to perform job-related tasks effectively and safely.
• Must be 18 years old or older with a valid driver’s license and a safe driving record.
• Teamwork oriented
• Organized
• Problem solver
• Detailed