Essendant
Account Executive, SMB - Remote
Essendant, Deerfield, Illinois, United States, 60063
Account Executive, SMBEssendant 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.Primary Responsibilities:Strategically grow account revenue through category expansion in existing, assigned accountsDrive utilization of Essendant value-added servicesPerform weekly internal review of sales resultsConduct ad-hoc touchpoints with customer stakeholdersConduct annual/semi-annual internal business reviews and external business reviews
Prepare research around market trends, customer needs, and cross-/up-sell opportunitiesCoordinate appropriate internal and external stakeholdersUnderstand customer’s short & long term strategic objectives, and opportunities for Essendant
Consult with specialist resources to develop competency in technical aspects of solutions; and engage specialist resources in pursuits if necessaryInitiate new customer relationships with Essendant & undertake initial solution development necessary to land a new customerCustomer Relationship:Confidently create lasting relationships with the customer to drive progression through additional Essendant sales channels and using Teams when customer is agreeable to build relationships with decision-makers as appropriateCoordinate the involvement of internal resources, including support, service and management resources, transportation and pricing, in order to meet account performance objectives and customers’ expectations.Negotiate pricing and/or bid support as necessary to acquire new business or regain lost business.Provide escalated support to “Reactive” customers while ensuring these customers migrate to a self-service support mechanismEffective Sales Representative Skills, Behaviors:Identify sales opportunities through website and account profiling, and develop plans tailored to the customer’s business model.Generate sales and margin growth while being cognizant of EBITDA.Plan and organize calls and activities for the day in order to maximize sales and meet key metrics.Discipline of Management Processes and Tools:Promote Company freight and pricing plans and programs, Company Customer Training, where available, and the use of both self-serve, and Customer Care Centers as appropriate for each customer.Conduct annual and semi-annual internal and external business reviewsPrepare research around market trends, customer needs, and cross/up-sell opportunities.Understand and demonstrate Essendant’s Core Values.Knowledge/Skills & Abilities:Assessment of sales drivers, decision makers, and viable dealsRemote relationship development & maintenance skillsRemote negotiation skillsBusiness 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.Identification of mutually beneficial initiatives (to Essendant and the customer)Compelling articulation of unique Essendant value propositionGeneral expertise in customers industry/marketStrong communications skills; written, verbal, and technology-based with the ability to communicate with all customers management levelsPerform other duties as assigned.Education and Experience:Associate’s Degree in Business/Marketing or equivalent experience requiredMinimum three (3) years Sales or related experience.Benefits:Health benefits (Medical, Dental, Vision)401k with matchingCompany HolidaysOvertime Pay for hourly employeesPaid Vacation, Floating Holidays, and Sick TimeMaternity and Parental leave benefitsEmployee discountTuition ReimbursementEmployee Assistance ProgramEssendant 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.
#J-18808-Ljbffr
Prepare research around market trends, customer needs, and cross-/up-sell opportunitiesCoordinate appropriate internal and external stakeholdersUnderstand customer’s short & long term strategic objectives, and opportunities for Essendant
Consult with specialist resources to develop competency in technical aspects of solutions; and engage specialist resources in pursuits if necessaryInitiate new customer relationships with Essendant & undertake initial solution development necessary to land a new customerCustomer Relationship:Confidently create lasting relationships with the customer to drive progression through additional Essendant sales channels and using Teams when customer is agreeable to build relationships with decision-makers as appropriateCoordinate the involvement of internal resources, including support, service and management resources, transportation and pricing, in order to meet account performance objectives and customers’ expectations.Negotiate pricing and/or bid support as necessary to acquire new business or regain lost business.Provide escalated support to “Reactive” customers while ensuring these customers migrate to a self-service support mechanismEffective Sales Representative Skills, Behaviors:Identify sales opportunities through website and account profiling, and develop plans tailored to the customer’s business model.Generate sales and margin growth while being cognizant of EBITDA.Plan and organize calls and activities for the day in order to maximize sales and meet key metrics.Discipline of Management Processes and Tools:Promote Company freight and pricing plans and programs, Company Customer Training, where available, and the use of both self-serve, and Customer Care Centers as appropriate for each customer.Conduct annual and semi-annual internal and external business reviewsPrepare research around market trends, customer needs, and cross/up-sell opportunities.Understand and demonstrate Essendant’s Core Values.Knowledge/Skills & Abilities:Assessment of sales drivers, decision makers, and viable dealsRemote relationship development & maintenance skillsRemote negotiation skillsBusiness 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.Identification of mutually beneficial initiatives (to Essendant and the customer)Compelling articulation of unique Essendant value propositionGeneral expertise in customers industry/marketStrong communications skills; written, verbal, and technology-based with the ability to communicate with all customers management levelsPerform other duties as assigned.Education and Experience:Associate’s Degree in Business/Marketing or equivalent experience requiredMinimum three (3) years Sales or related experience.Benefits:Health benefits (Medical, Dental, Vision)401k with matchingCompany HolidaysOvertime Pay for hourly employeesPaid Vacation, Floating Holidays, and Sick TimeMaternity and Parental leave benefitsEmployee discountTuition ReimbursementEmployee Assistance ProgramEssendant 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.
#J-18808-Ljbffr