Account Executive, SMB (Remote) at Essendant, Inc in Orchard Park, New York

Job Description:

Major Responsibilities

 

Customer Relationship

• Confidently builds lasting customer relationships by initiating outbound calls, and using Teams when customer is agreeable to build relationships with decision-makers.


• Informs customers on Essendant’s complete portfolio, promotions, marketing tools, and digitial services available, assisting in the effort of growing the business.

• Initiates new customer reltiaonships with Essendant and undertake initial solution development necessary to create lasting relationships with the customer.


• Coordinates the involvement of internal resources, including support, service and management resources, transportation and pricing, in order to meet account performance objectives and customers’ expectations.


• Ensures complete customer satisfaction by working with appropriate internal resources for problem resolution, product management, and operational needs.


• Negotiates pricing and/or bid support as necessary to acquire new business or regain lost business.


• Collaborates, coordinates and strategizes with customers and Field counterparts to define detailed growth strategies to grow customer business.

 

Effective Sales Representative Skills, Behaviors

• Identifies sales opportunities through their website and account profiling, and develops plans tailored to the customer’s business model.


• Solicits new business to customers by offering support in all product categories, leveraging internal specialists if necessary.

• Sells solutions using Essendant’s Core Values and Guiding Actions, along with other objectives deemed critical by the company and in annual goals.

• Generates sales and margin growth while being cognizant of EBITDA.

• Plans and organizes calls and activities for the day in order to maximize sales and meet key metrics.

 

 

Discipline of Management Processes and Tools

• Educates and is a consultant to customers on Company products, values, services, and marketing tools available to help grow customer business.


• Promotes Company freight and pricing plans and programs, Company Customer Training, where available, and the use of the both self-serve, and Customer Care Centers as appropriate for each customer.


• Provides bids and updates and maintains ad hoc touchpoints with customer stakeholders.


• Conducts annual and semi-annual internal and external business reviews




• Preparing research around market trends, customer needs, and cross/up-sell opportunities. Gain insights to customer’s short and long term frequent business reviews and is informed of innovations available in the business.

• Provides assigned accounts with company's products, programs, and services to assist in the development of business.


• Completes accurate and timely sales and personal administration tasks including weekly internal review of sales results

• Understands and demonstrates Essendant’s Core Values.


• Performs other duties as assigned.


• Covers for SMB counterparts’ territories while they are out of the office for a week or longer.

 

Skills/Knowledge of the Ideal Candidate

 

• Assessment of sales drivers, decision makers, and viable deals.

• Skilled at remote relationship development and maintenance skills


• Strong negotiation skills with the ability to close sales.


• Business acumen to discuss and develop solutions tailored to a broad set of customer needs through the ability to assess customer needs, probe for objections and look for creative solutions to promote/sell the company’s products and/or services.  


• Identify mutually beneficial initiatives for growth for both Essendant and the customer.


• Compelling articulation of the unique Essendant value proposition.


• General expertise in customers industry/market


• Excellent ability to communicate with customers at all levels of management – strong written and verbal communication skills.


• Strong understanding of competition within a sales environment.
  


• Understanding of e-business and e-marketing.


• Strong application and understanding of pricing strategies.


• Strong knowledge of distribution, customer service, and procurement/expediting processes.


• Excellent follow up skills to ensure timely resolution in meeting customer needs.


• Strong time management skills, including ability to manage and prioritize multiple tasks.


• Strong results orientation.


• Excellent ability to work cross functionally within the organization.


• Strong knowledge of company applications and systems.

 

Education and Experience

• Associate’s Degree in Business/Marketing or equivalent experience required

• Minimum three (3) years Sales or related experience.

Ind Contributor-NonExempt

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