Manager, Field Sales

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.

The Field Sales Manager is the primary sales interface with the Field Account Representative and will provide leadership to the Field Account Reps (FAR), 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 you can count on:

• Pay rate: $80,000 to $85,000 per year.
• This role is also eligible to participate in the annual incentive plan with a target incentive of 15% 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 Sales Manager:

• 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 FAR's in their territory.
• Complete required sales and leadership training.
• Stay current on industry trends.
• Recruit, hire, train and lead a staff of Field Account Representatives.
• Provide bench strength planning and development of 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.
• Other duties may be assigned.

Qualifications you'll bring as a Field Sales Manager:

• 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.
• Willingness to travel up to 75%.
• Be experienced in managing staffs with a background in hiring, training, motivating and resolving employee relations issues.
• 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 requirement is directly related to the nature of the job and ensures compliance with workplace safety and operational standards.

Fit the following? We want you here!

• Teamwork oriented
• Organized
• Problem solver
• Detailed

Our roadmap. Our story.

We've been forging our path as a leader in the distribution industry since 1894. Building an expansive nationwide network of team members for 130+ years has allowed us to stay agile for our clients across the restaurant, retail, and e-commerce industries. We look to the future and are ready to continue making industry-defining moves by embracing the newest technology into our practices, continuing team member training, and emphasizing our people-centered culture.

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

All 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.

For our complete EEO and Pay Transparency statement, please visit https://www.mclaneco.com/legal/employment/