Essendant is a purpose-driven company that reaches beyond business goals to define its success within commerce today. We support our associates, customers and communities – our core values and guiding principles shape what we aspire to do. Integrity, Collaboration, Customer-Centric, Embrace and Drive Change are our core values that serve as the foundation of our pathway to success. Diversity, Equity & Inclusion, Giving Back, Associate Safety, and Accountability are our guiding principles that motivate us to focus on creating a safe and rewarding experience. Essendant is a leader in supporting the supply chain industry and has been in business for 100 years to deliver the best practices for our customers and associates. Join us at Essendant, the better way to commerce.
Major Responsibilities:
- Strategically grow account revenue through category expansion in assigned geographic territories focusing specifically on partner customers that fit the Key criteria.
- Drive utilization of Essendant value-added services.
- Prepare research around market trends, customer needs, and cross-/up-sell opportunities.
- Identify industry as well as Essendant events as vehicle for proactive strategic meetings with senior management (e.g ISSA).
- Conduct ad-hoc touchpoints w/ customer stakeholders.
- Perform weekly internal review of sales results.
- Conduct quarterly internal business reviews, quarterly external business reviews, and annual planning reviews with customer leadership as required.
- Cultivate appropriate internal and external stakeholder relationships and activities such as with supplier partners.
- Coordinates the involvement of internal resources, including support, service and management resources, transportation and pricing, to meet account performance objectives and customers’ expectations.
- Understand customer’s short & long term strategic objectives, and opportunities for Essendant; including there is a succession plan, also their strategic business plans such as acquisitions or selling their business, etc.
- Consult and/or engage specialist resources to communicate technical offerings.
- Proficient in good communication skills and ability to anticipate and sell through objections, and handle customer complaints/concerns to avoid escalation.
- Ensure dealer growth account revenue by driving them into new business areas, category expansion in assigned accounts with the goal of growing the account to the depth of their growth potential and supporting them with their deficiencies, and truly understanding their needs.
- Apply data analytics to consult with the customers on ways to improve their business.
- Teaches and supports dealers on how to recruit, identify, select, onboard, and train effective sales staff.
- Understands and demonstrates Essendant’s Core Values.
- Performs other duties as assigned.
- Open to 20% travel if needed.
Sales Competencies:
- Strong relationship development & maintenance.
- Strong negotiation skills.
- Strong Business acumen to discuss and develop solutions tailored to the customer’s needs.
- Identify and communicate mutually beneficial initiatives (to Essendant and the customer).
- Compelling articulation of unique Essendant value proposition.
- General knowledge in customer’s industry/market.
- Consistent utilization of LACRM, Pipeline, and TRACK for customer relationship management.
Critical Competencies:
- Collaboration: Skillful working in groups and coordinating people to achieve optimal results for the customer.
- Business Development: Proactive generation of business contacts and opportunities through effective networking and cold calling, leadership in developing rapport with critical customer personnel.
- Obstacle Anticipation: Navigates bureaucracy and prepares for common obstacles to deliver on customer-defined results.
- Customer Satisfaction: Prioritization of customer satisfaction as a primary objective by building trust and demonstrating commitment to achieve.
- Problem Solving: Remains engaged until solution is reached, maintains objectivity, considers perspectives, and addresses root problems.
- Responsiveness: Sense of duty to constituents (internal and external customers); goes above and beyond to address unexpected issues.
Skills/Knowledge Required:
- Advanced skill in Microsoft Office including Microsoft Word, Excel, and PowerPoint.
- Expertise with CRM and/or relational database programs.
- Understanding of e-business and e-marketing.
- Ability to apply and understand pricing strategies.
- Intermediate collaborative management skills and influential leadership ability.
- Intermediate analytical ability to read and interpret customer financials and sales results.
- Basic consultative ability to meet and advise customers on strategic and financial objectives to sell/teach the financial acumen of wholesale.
Education and Experience:
- Advanced degree in Business preferred or equivalent experience required.
- Minimum three years sales/or account management experience or equivalent experience required.
Benefits:
- Health benefits (Medical, Dental, Vision).
- 401k with matching.
- Company Holidays.
- Overtime Pay for hourly employees.
- Paid Vacation, Floating Holidays, and Sick Time.
- Maternity and Parental leave benefits.
- Employee discount.
- Tuition Reimbursement.
- Employee Assistance Program.
Salary Range: $65,000-$75,000 plus bonus.
Essendant drives to be inclusive and celebrates diversity by starting with our associates. We are an Equal Employment Opportunity employer that is committed to building a diverse and inclusive environment. We strongly encourage candidates to apply for opportunities, even if you do not believe you meet every one of the qualifications described. At Essendant we are building an elevated community by creating a safe and supportive work environment. We prohibit discrimination and harassment of any kind, including or based on age, race, color, disability, ancestry, religion, sex, gender identity or expression, sexual orientation, pregnancy, marital status, national origin, protected veteran status, or any other characteristic protected by federal, state, or local laws. People are what drives our company. We are one team with endless possibilities. We are Essendant.
About Essendant
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