Enterprise Account Executive (Remote)
Essendant Inc., New York, NY, United States
Overview
Essendant is a purpose-driven company that reaches beyond business goals to define its success within commerce today. We support our associates, customersand 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.
Responsibilities
Strategically grow account revenue through category expansion in existing, assigned accounts
Drive utilization of Essendant value-added services
Prepare research around market trends, customer needs, and cross-/up-sell opportunities
Identify industry, customer\'s as well as Essendant events as vehicle for proactive strategic meetings with senior management (e.g ISSA, annual Supplier Summits)
Conduct a regular cadence with customer\'s buying teams, leadership and with customer\'s key suppliers, cultivating strong relationships to ensure continuous flow of sales revenue
Perform weekly internal review of sales results and customer strategies with internal support teams
Conduct quarterly internal business reviews, quarterly external business reviews, and annual planning reviews with customer leadership
Establish supplier partnership growth strategy to build appropriate internal and external stakeholder relationships and activities, such as with supplier partners
Coordinates the involvement of internal resources, including Finance, Credit, Customer Development, Care, Digital Services, Inventory, Operations, Transportation, Pricing, EDI, and Merchandising to meet account performance objectives and customers’ expectations
Broad understanding of Essendant capabilities across all functional areas; provide expertise on delivery, operations, pricing, contracts, etc.
Tailor communications for c-suite executives
Ensure dealer growth account revenue by driving them into new business areas, category expansion within assigned customer with the goal of growing the customer to the depth of their growth potential and supporting them with their deficiencies, and truly understanding their needs
Strong understanding of the customers systems as it related to deductions, credit, returns, order processing, receiving and delivery
Understands and demonstrates Essendant’s Core Values
Performs other duties as assigned
Business acumen to discuss and develop solutions tailored to the customer’s needs
Identification of mutually beneficial initiatives (to Essendant and the customer)
Compelling articulation of unique Essendant value proposition
General expertise in customer’s industry/market
Consistent utilization of LACRM, Pipeline, and TRACK for customer relationship management
Skills and Knowledge Required
Intermediate collaborative management skills and influential leadership ability
Intermediate analytical ability in order to read and interpret customer financials
Strong consultative ability to meet and advise customer on strategic and financial objectives to sell/teach the financial acumen of wholesale
Advance skills in Microsoft Office including Word, Excel and PowerPoint
Expertise in CRM and / or relational database programs
Education and Experience
Bachelor’s in Business or similar field or minimum of five years + outside sales experience or commensurate cross training experience
Exceptional consultative and interpersonal skills that have resulted in business relationships of impeccable trust, confidence, and results.
Able to understand complex content and relate content around industry issues, client needs, and Essendant service offerings.
Demonstrated superior ability to develop and lead relationship building activities with all levels including C-Level executives, such as CEO, CFO, COO, CIO, Business Executives, and General Auditor.
Salary Range Salary Range:
$100,000-125,000 plus bonus
Equal Employment Opportunity
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. Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.
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Essendant is a purpose-driven company that reaches beyond business goals to define its success within commerce today. We support our associates, customersand 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.
Responsibilities
Strategically grow account revenue through category expansion in existing, assigned accounts
Drive utilization of Essendant value-added services
Prepare research around market trends, customer needs, and cross-/up-sell opportunities
Identify industry, customer\'s as well as Essendant events as vehicle for proactive strategic meetings with senior management (e.g ISSA, annual Supplier Summits)
Conduct a regular cadence with customer\'s buying teams, leadership and with customer\'s key suppliers, cultivating strong relationships to ensure continuous flow of sales revenue
Perform weekly internal review of sales results and customer strategies with internal support teams
Conduct quarterly internal business reviews, quarterly external business reviews, and annual planning reviews with customer leadership
Establish supplier partnership growth strategy to build appropriate internal and external stakeholder relationships and activities, such as with supplier partners
Coordinates the involvement of internal resources, including Finance, Credit, Customer Development, Care, Digital Services, Inventory, Operations, Transportation, Pricing, EDI, and Merchandising to meet account performance objectives and customers’ expectations
Broad understanding of Essendant capabilities across all functional areas; provide expertise on delivery, operations, pricing, contracts, etc.
Tailor communications for c-suite executives
Ensure dealer growth account revenue by driving them into new business areas, category expansion within assigned customer with the goal of growing the customer to the depth of their growth potential and supporting them with their deficiencies, and truly understanding their needs
Strong understanding of the customers systems as it related to deductions, credit, returns, order processing, receiving and delivery
Understands and demonstrates Essendant’s Core Values
Performs other duties as assigned
Business acumen to discuss and develop solutions tailored to the customer’s needs
Identification of mutually beneficial initiatives (to Essendant and the customer)
Compelling articulation of unique Essendant value proposition
General expertise in customer’s industry/market
Consistent utilization of LACRM, Pipeline, and TRACK for customer relationship management
Skills and Knowledge Required
Intermediate collaborative management skills and influential leadership ability
Intermediate analytical ability in order to read and interpret customer financials
Strong consultative ability to meet and advise customer on strategic and financial objectives to sell/teach the financial acumen of wholesale
Advance skills in Microsoft Office including Word, Excel and PowerPoint
Expertise in CRM and / or relational database programs
Education and Experience
Bachelor’s in Business or similar field or minimum of five years + outside sales experience or commensurate cross training experience
Exceptional consultative and interpersonal skills that have resulted in business relationships of impeccable trust, confidence, and results.
Able to understand complex content and relate content around industry issues, client needs, and Essendant service offerings.
Demonstrated superior ability to develop and lead relationship building activities with all levels including C-Level executives, such as CEO, CFO, COO, CIO, Business Executives, and General Auditor.
Salary Range Salary Range:
$100,000-125,000 plus bonus
Equal Employment Opportunity
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. Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.
#J-18808-Ljbffr