Rep., Independent Sales
Company: McLane Company
Posted on: January 8, 2022
JOB SUMMARY / GENERAL DESCRIPTION:
This position is responsible for developing profitable new business
as well as growing sales in existing assigned accounts to achieve
sales goals in a specified geographical area for primarily
independent and smaller group customers. The Independent Sales
Representative also participates with the sales team to respond to
customer needs, monitor accounts receivable and build strong
customer relations while controlling expenses within budget
ESSENTIAL JOB FUNCTIONS / PRINCIPAL ACCOUNTABILITIES:
Other duties may be assigned. A teammate in this position must have
the ability to:
Ensure all new and existing accounts have the following criteria or
items in place in order to meet or exceed weekly sales-per-store
and YTD budgeted sales: Meet McLane credit qualifications and
accounts receivable guidelines according to NSF policy.
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 division gross profit, per stop
Accounts are sold through approved billing plans.
Account does not require unusual high expenses to service with less
than division operating income as a result.
Accounts meet minimum order size requirements.
Maintain current legally required state and municipal product
Follow-up on all A/R issues with the Controller and Independent
Sales Manager and/or Market Director per the requirements set forth
by the Finance Department.
Evaluate and understand all competitors' strengths, weaknesses,
financials, technology, new initiatives and limitations within
their defined territory.
Evaluate customer YTD budgeted sales and weekly sales per store to
maximize budgeted goals through the following activities: Conduct a
weekly review of order frequency, order size and concentration of
Review item selection versus industry/market/competition/season and
make recommendations on item selection, plan-o-grams and
promotional planning or distribution guidelines.
Tour national convenience and drug outlets for potential new items
Monitor and secure documented competitive wholesale pricing and
Communicate on an agreed upon frequency with store owners through
phone calls, e-mail, and
Sell new business concepts of McLane Company in assigned accounts
that include: SMP-online, VTS, CVP, McLane technology solutions,
McLane Kitchen and all McLane sales initiatives.
Participate in divisional projects to include seasonal load change
communications and other projects necessary to provide excellent
communication and follow-up resulting in enhanced customer
perception of McLane.
Plan, schedule, coordinate, and participate in annual reset/re-tag
of each store
Monitor, maintain, and replace shelf tags as necessary during
weekly store visits to include new and replacement items
MINIMUM QUALIFICATIONS AND REQUIREMENTS:
A teammate in this position must:
Bachelor's degree (preferred); or five years of relevant work
experience in sales may substitute for the college education.
Internal candidates must have a minimum experience with McLane
Company of not less than 2 years.
Be skilled in Microsoft Outlook, Excel, Word and PowerPoint.
Be able to work with and communicate with many different reporting
level groups, to include McLane customers (store managers),
drivers, customer service, and peers.
Be able to travel as required, which may include overnight stays
(varies by market area)
Be 18 years or older.
Be able to speak, read, write and understand the English
Possess a valid driver's license and a good driving record.
Be able to successfully pass an experience verification, drug
screen, and criminal background check.
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
Maintain a flexible work schedule to meet the needs of McLane and
specific customers; work schedules may include working early
mornings, overnight stays and driving long distances in order to
meet customer demands.
Meet this position's physical demands which are classified as:
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
WORKING CONDITIONS :
The work conditions are primarily in a retail setting of a customer
store, vehicle, or occasionally in an
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
Keywords: McLane Company, Stockton , Rep., Independent Sales, Hospitality & Tourism , Stockton, California
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