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The Company
Headquartered in Houston, Texas, McLane Global is a global food distribution and supply chain company providing integrated solutions across sourcing, sales, distribution, warehousing, fulfillment, and transportation.
McLane Global partners with leading food manufacturers, brands, retailers, and organizations to bring products to market and efficiently manage the supply chain from source to customer. Our capabilities allow us to provide customers and supplier partners with a comprehensive solution that combines product, distribution, logistics, and transportation expertise.
Position Summary
The National Sales Account Executive - Food Retail is responsible for driving profitable revenue growth across all U.S. food retail channels, including conventional grocery, mass merchants, club, value/dollar, convenience, specialty and ethnic grocery, drug, e-commerce, and other emerging retail channels within their assigned region tbd.
This position will develop new retail accounts while expanding business with existing customers across McLane Global's portfolio of branded, private-label, and other food and consumer products.
The successful candidate will be a business developer and relationship builder who understands how to identify opportunities, gain access to retail buyers and decision-makers, present compelling product and category solutions, negotiate profitable programs, and successfully launch new business.
The Account Executive will work closely with McLane Global's supplier partners and internal procurement, operations, transportation, finance, and marketing teams to develop solutions that create value for both our customers and McLane Global.
Requirements
• Drive profitable sales growth across U.S. food retail channels, including conventional grocery, mass, club, value/dollar, convenience, specialty/ethnic, drug, e-commerce, and other retail formats.
• Prospect for, develop, and secure new retail customers and new points of distribution for McLane Global's product portfolio.
• Build and maintain strong relationships with retail buyers, category managers, procurement teams, merchandising organizations, and other key decision-makers.
• Develop opportunities across branded, private-label, exclusive, and other food and consumer product programs.
• Understand each customer's business, consumers, category strategies, and growth objectives and develop solutions that address those needs.
• Develop and execute strategic account plans for assigned customers, channels, and territories.
• Present new products, programs, promotional opportunities, and category solutions to retail customers.
• Partner with supplier and brand partners to develop retail-specific sales strategies, promotional programs, merchandising initiatives, and new product launches.
• Identify opportunities to expand existing accounts through additional products, categories, programs, and locations.
• Negotiate pricing, promotional programs, customer terms, and commercial agreements while protecting McLane Global's gross margin and profitability objectives.
• Manage the complete sales cycle from prospecting and opportunity development through proposal, negotiation, implementation, and ongoing account growth.
• Collaborate with procurement, supply chain, warehousing, transportation, finance, sales operations, and marketing to ensure successful customer launches and ongoing execution.
• Develop compelling customer presentations, product proposals, RFP responses, pricing proposals, and business reviews.
• Monitor retail trends, consumer trends, competitive activity, and emerging channels to identify new opportunities for McLane Global and its supplier partners.
• Maintain an active and qualified sales pipeline and provide accurate sales forecasts through Microsoft Dynamics 365 CRM.
• Maintain consistent customer and prospect activity, including buyer meetings, customer visits, presentations, follow-ups, and new-business development.
• Take ownership of account performance, including revenue, gross profit, distribution growth, pipeline development, and customer retention.
Qualifications
• 5+ years of successful food, beverage, or CPG sales experience, preferably selling directly to U.S. retailers.
• Demonstrated success developing new business and growing existing retail accounts.
• Established knowledge of one or more major food retail channels, such as grocery, mass, club, value/dollar, convenience, specialty/ethnic, drug, or e-commerce.
• Proven ability to build relationships with retail buyers, category managers, procurement teams, and senior customer decision-makers.
• Strong understanding of retail selling, including pricing, margins, promotions, merchandising, category management, and product launches.
• Experience developing and executing joint business plans and promotional programs with retailers and/or CPG partners preferred.
• Strong prospecting, presentation, negotiation, and closing skills.
• Financial and commercial acumen with an understanding of revenue, gross margin, trade spending, and account profitability.
• Ability to manage multiple customers, opportunities, and sales cycles simultaneously.
• Strong interpersonal, communication, organizational, and problem-solving skills.
• Experience using CRM systems to actively manage pipeline, activity, opportunities, and forecasts; Microsoft Dynamics 365 experience preferred.
• Proficient in Microsoft Office applications.
Preferred Qualifications
• Existing relationships within U.S. food retail channels.
• Experience selling across multiple retail channels.
• Experience with branded and private-label food products.
• Experience working with national or regional retailers.
• Category management or category selling experience.
• Experience working with international food brands or imported food products.
• Understanding of food distribution, warehousing, transportation, and supply chain operations.
• Entrepreneurial, hands-on approach with the ability to thrive in a fast-paced, growth-oriented environment
Working Conditions
• Work is performed in a combination of office, remote, customer, trade show, and warehouse environments.
• Travel of approximately 35-50% is expected for customer meetings, prospect visits, industry events, supplier meetings, and McLane Global facility visits.
• Occasional evening or weekend work may be required based on customer needs, travel, trade shows, or business deadlines.
• Frequent interaction with customers, suppliers, sales leadership, operations, procurement, finance, transportation, and other internal teams.
Benefits
Compensation & Benefits
• Competitive base compensation with a highly rewarding incentive compensation plan tied to sales and profitability performance.
• Medical, Dental, and Vision benefits effective on the first day of employment.
• 401(k) with employer match.
• Paid holidays.
• Paid vacation, personal, and sick days.
• All offers are contingent upon successfully passing a background check and drug screening.
• No company visa sponsorship is available.