Enterprise Sales Executive

Essendant is a purpose-driven company that has been a leader in supporting the supply chain industry for 100 years. The Enterprise Sales Executive role is focused on strategically growing account revenue through category expansion, building relationships with customers, and ensuring alignment with Essendant's value-added services.

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
• Executive level relationship development & maintenance
• Executive level negotiation
• 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

Requirements:

• Bachelor's in Business or similar field or minimum of five years + outside sales experience or commensurate cross training experience
• 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
• 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
• Executive level relationship development & maintenance
• Executive level negotiation
• 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