Specialist, Business Development – New Customers at Essendant, Inc in Orchard Park, New York

Job Description:

Major Responsibilities

• Maintains a positive customer relationship to ensure converted business


• Builds lasting customer relationships by to vetting and profiling new customers not doing business or set up to do new business with Essendant today by initiating customer relationships and providing solution development build sales.


• Calls to potential customers generated by Business Development Execs and VOW-S initial sales pursuit, articulating the value proposition for solutions/products aligning to the customer needs and speak to customer-specific use cases


• Responsible for setting up new accounts, following up on leads and profiling potential customers to vet their real opportunity.      


• Communicates with various departments to support execution of new account opening, which includes working with Account Express to facilitate needed next steps

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

• 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 customer service, product management and facilities.


• 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.

• Promotes marketing, e-commerce, customer enablement and cross category solutions specifically designed to assist customer with growth and market penetration.

• Understands and demonstrates United Stationers' Core Values.


• Performs other duties as assigned.

Skills/Knowledge Required

• Knowledge of effective sales and negotiating techniques.


• Exhibit a determination to achieve ever-increasing level of performance involving setting high standards and challenging goals and requires a constant focus on achieving and exceeding those goals


• Ability to analyze, understand, and document potential customer needs.


• Ability to prioritize prospects and then move them to purchase within the team environment.


• Ability to utilize CRM software for documentation of all sales activities and for scheduling planned activities.


• Excellent verbal and written communication skills.


• Broad industry product knowledge.


• Strong attention to detail, organizational and time management skills.

• Attention to detail and a focus on fact-based decision-making Compelling articulation of unique Essendant value proposition within service level constraints General expertise in industry and market

Education and Experience

(Minimum level of experience and education required to do the job)

• Associate Degree in Business/Marketing or equivalent experience required

• Minimum three (3) years related Sales experience

Ind Contributor-Exempt