Sales Representative - Kansas City Area at LSC Communications in Warrenville, Illinois

Job Description:

Serve as the primary contact for assigned customers. Enhance the company's position and reputation by properly servicing and corresponding with all assigned accounts in a dependable and timely manner. Engage in up-sell opportunities on current and future customer projects. Identify and sell LSC Communications capabilities to existing accounts in order to expand service offerings. Manage customer inquiries regarding customer orders in process and future orders pending. Provide tactical support to sales and management, providing information regarding customer issues, needs and opportunities. Prepare RFPs and RFQs and put together sales collateral to use to secure new business and up-sell existing accounts. Enhance customer relationship by working closely with customer on the development of targeted solutions and new business opportunities.

• As part of the Major Account Sales Team, performs core-selling activities, including sales call preparation, pricing, presentation, execution of sales calls, and post-call analysis and reporting.
• Ensures customer satisfaction with selling efforts before, during, and after each sales campaign.
• Develops and maintains sales plans.
• Participates in service recovery planning, decision making as required and facilitates execution of service recovery action and follow-up as needed.
• With Major Account Manager, manages cross-functional and cross-business account activities.
• Researches and understands customer's value chain and business dynamics.
• Achieves sales and expense budget goals.
  Performs other related duties and participates in special projects as assigned.
• Responsible for the account management activities during and after the sale to enable the Major Account Manager to focus on selling activities.
• Respond to customer requests and inquiries regarding current and future work.
• Resolve issues that may arise during production of customer products.
• Assist in the implementation and execution of products and services.
• Consult with customers to understand business issues and goals, and works with customer to develop improved solutions to business needs.
• Engage customers in up-sell opportunities to expand on current projects and up sell company capabilities for new business opportunity.
• Act as the lead on customer sales calls to assist in securing new business opportunity and expand product offerings to customers.
• Maintain accurate, complete, up-to-date customer files, in addition to detailed account history. Prepare and submit sales reports and documentation regarding results, opportunities and challenges in the sales territory. Analyze reports and data to identify revenue and cost containment opportunities.
• Develop and prepare sales product presentations for use on up-sell opportunity for the accounts managed and assist MAM or sales leader with the development of sales collateral for new business opportunities.
• Assist MAM or sales leader in the preparation of RFPs and RFQs on the accounts managed.
• Maintain up to date knowledge of industry trends, new products, specifications, competitor strengths and weaknesses and communicates new information to Sales Representatives.
• May be involved in specific customer projects as assigned by sales management.
• Performs other related duties and participates in special projects as assigned.

• Responsible to Build your book of business in assigned territory
• Present, promote and sell products/services using solid arguments to existing and prospective customers
• Perform cost-benefit and needs analysis of existing/potential customers to meet their needs
• Establish, develop and maintain positive business and customer relationships
• Reach out to customer leads through cold calling
• Expedite the resolution of customer problems and complaints to maximize satisfaction
• Achieve agreed upon sales targets and outcomes within schedule
• Coordinate sales effort with team members and other departments
• Analyze the territory/market's potential, track sales and status reports
• Supply management through CRM tools on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Keep abreast of best practices and promotional trends
• Continuously improve through feedback
  

• Advanced degree with 7+ years experience OR Bachelor degree in discipline related to functional work or role with 8-10 years of relevant work experience (List specifics) OR demonstrated ability to meet the job requirements through a comparable number of years of applicable work experience.
• Able to consistently contribute effort, leadership, and creative thinking to solving complex and significant problems in a collaborative fashion. Must be able to demonstrate an ability to work concurrently on multiple complex and sometimes ambiguous problems. Able to communicate complex concepts, problems and solutions clearly and effectively to all levels within the organization.
• Demonstrated ability to perform at the highest level of proficiency in utilizing tools and applications to complete assignments.
• Able to work on special projects to enhance internal system functionality from the operational business perspective.
• Requires excellent communication skills with all levels of audience. Able to structure messages in keeping with listener's experience, background and expectations. Able to adapt communication style and use terms, examples, and analogies that are meaningful to the listener.
• Able to communicate in an effective and approachable style that engages others and builds credibility. Able to provide rationale when delivering complex or challenging information.
• Able to determine the most appropriate medium when conveying information to large groups or to reinforce a message. Able to understand the impact of communications on the organization or customer, including any legal/regulatory implications.

With a rich history of industry experience, innovative solutions and service reliability, LSC Communications is a global leader in print and digital media solutions. Its traditional and digital print-related services and office products serve the needs of publishers, merchandisers and retailers around the world. With advanced technology and a consultative approach, LSC's supply chain solutions meet the needs of each business by getting their content into the right hands as efficiently as possible.

Learn more about how we bring great stories to life by visiting www.lsccom.com

LSC Communications is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status or any other status protected under federal, state or local law.