National Account Manager

working with divisions to finalize decisions that impact division operations while maintaining a sound relationship with assigned accounts and exhibiting excellent communication skills with assigned customers, division management teams that service the assigned accounts, and with senior management of McLane Company.

Benefits you can count on:

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

• Paid holidays, earn vacation time, and sick leave accrual from 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!

Essential Job Functions:

Other duties may be assigned. A teammate in this position must have the ability to:

• Develop and achieve sales budgets and forecasts for assigned accounts and gains mutual agreement with Market Director.
• Develop and prepare presentations for assigned accounts gaining approval from the Market Director, the Director of Sales and the Corporate Vice President of Military and Convenience.
• Meet with key executives of assigned accounts noting issues and actions necessary to resolve issues to the satisfaction of the customer.
• Work with the customer's field organization to develop open lines of communication between the store level management and the servicing McLane division(s).
• Communicate division concerns with assigned accounts to resolve the issues with the customer. This would include A/R, SKU management, reroutes, delivery windows, overstock inventory disposition, distribution communications, and other items that affect division operations and profitability.
• Monitor compliance with specific service agreements of assigned accounts to include rebate payments, advertising, concentration of purchases and buying patterns, and overstocks.
• Hold regular communications with division servicing assigned accounts to discuss account activity and solicit feedback on follow-up.
• Interface with corporate and division purchasing departments to protect service levels of assigned accounts and division on product mix, promotional items, distributions and new category additions or deletions.
• Review account profitability to ensure company targets and individual division targeted profitability targets are met.
• Work with vendors and manufacturers to coordinate or initiate new programs or plan-o-grams to maximize profits for McLane Company, its vendors and customers.
• Maintain open line of communication with Division Customer Service Rep and Account Representative and provide timely, clear and concise feedback on account activity.
• Attend trade shows with assigned accounts with specific objectives to achieve at the shows and analyzes manufacturer opportunities that fit the customer strategy and meet our profit expectations.
• Present the full range of McLane products, services and capabilities either independently or in tandem with the Area Sales Manager.
• Able to understand the information and reports available to assist in managing their assigned accounts.
• Achieve results through clear, concise and timely communications with assigned customers, division and corporate management and sales team members and manufacturers.
• Able to understand and compute the profitability of both customers and product lines, as well as produce accurate and informative business reviews and new customer presentations.
• Lead and motivate an Account Representative who is responsible for maintaining the day-to-day relationship with each of the accounts.
• Provide necessary materials and resources in order for direct report to achieve customer satisfaction.
• Recruit, recommend, train, write performance appraisals, give feedback, hold accountable and provide corrective action as necessary to create a skilled and high performing team.
• Understand the information and reports available to assist in managing their assigned account and train their direct report to properly and effectively utilize these tools.
• Ensure the Account Representative is loading and monitoring all distributions.
• Monitor the periodic distributions that correspond with customer promotions when there is not an Account Representative on an account.
• Share the following account responsibilities with Area Sales Managers and be accountable for communications with division and corporate staff:

  • Establish, monitor, and achieve sales objectives.

  • Ensure account profitability is at division operating income levels or higher.

  • Service account with minimal impact on divisional expenses.

  • Maintain visibility with customers in stores, meetings and at their office, per assigned call frequency.

  • Joint presentations of annual/semi-annual business reviews and new programs, concentration of purchases, seasonal promotions, trade shows, cause marketing, SKU management, future deletions, plan-o-grams, overstock reduction, order guide integrity, McLane technology solutions, and any other new programs developed for future sales growth.

Minimum Qualifications & Requirements:

A teammate in this position must:

• Have a Bachelor's Degree with 3 years experience in management in the grocery, sales, retail, or similar job fields.

• Internal candidates should have a minimum 2-year experience at a McLane division operation.

• 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 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.

• Be skilled on Excel, Microsoft Word and PowerPoint PC programs.

• Be willing to travel as requested.

• Be able to work with and communicate with many different reporting level groups, to include store managers, district managers, peers, and subordinates.

• Be experienced in managing staffs with a background in hiring, training, motivating and resolving employee relations issues.

• Have the ability to write reports, business correspondence, procedure manuals, intra-company memos and outside correspondence.

• Have the ability to effectively present information and respond to questions from groups of managers, customers, vendors and teammates.

• Be able to define problems, collect data, establish facts and draw valid conclusions.

• Possess strong analytical and communication skills with a proven ability to work effectively in a team environment.

Working Conditions:

• The work conditions are primarily being an office or customer store.

• This position has official supervisory responsibilities.

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.