Now Hiring - Essendant, Inc. - Account Executive, SMB - Remote in Orchard Park, NY

Account Executive, SMB - Remote

Scheduled Hours: 8:00am - 5:00pm

Scope

The primary segment for Account Executive, SMB is the Small & Medium Business customers for Essendant.

Major Responsibilities

• Strategically growing account revenue through category expansion in existing, assigned accounts and driving utilization of Essendant value-added services
• Prepare research around market trends, customer needs, and cross-/up-sell opportunities
• Understand customer’s short & long term strategic objectives, and opportunities for Essendant
• Conduct ad-hoc touchpoints w/ customer stakeholders
• Perform weekly internal review of sales results
• Conduct annual/semi-annual internal business reviews and external business reviews
• Coordinate time and activities of appropriate internal and external stakeholders such as supplier partners
• Consult and/or engage with specialist resources to develop competency in technical aspects of solutions
• Initiate new customer relationships with Essendant & undertake initial profiling and solution development necessary to land a new customer
• Overcoming Objections: Addresses objections by emphasizing standard features/benefits and succeeds with limited latitude to negotiate on standard terms
• Develop good communication skills and ability to anticipate and sell through objections, and handle customer complaints/concerns to avoid escalation
• Strategically grow account revenue through category expansion in existing, assigned accounts with the goal of growing the account to the depth of their growth potential and graduate among the segments as appropriate and desired by the account
• Utilize the sales tools provided to perform data analysis to consult with customer on ways to grow their business
• Performs ongoing profiling of customer and needs to identify business changes that can be beneficial to both Essendant and 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
• Provides escalated support to “Reactive” customers while ensuring these customers migrate to a self-service support mechanism
• Understands and demonstrates Essendant’s Core Values
• Performs other duties as assigned

Sales Competencies

• Remote relationship development & maintenance skills
• Assessment of sales drivers, decision makers, and viable deals
• Business acumen to discuss and develop solutions tailored to the customer’s needs
• Identification of mutually beneficial initiatives (to Essendant and the customer)
• Basic knowledge in customer’s industry/market
• Develop strong articulation of unique Essendant value proposition
• Consistent utilization of LACRM, Pipeline, and TRACK for customer relationship management

Critical Competencies

• Customer Satisfaction: Prioritization of customer satisfaction as a primary objective by building trust and demonstrating commitment to achieve.
• Endurance: Maintains a brisk pace without fatigue, gives full effort during peak demand, and takes personal pride in accomplishments requiring stamina.
• Credibility: Rapport built on factual accuracy, expertise and proactive education of customers.
• Need Identification: Tendency to dedicate time to an analysis of each individual customers key objectives and integrate such considerations in sales approach or suggested products.
• Obstacle Anticipation: Navigates bureaucracy and prepares for common obstacles to deliver on customer-defined results.
• Overcoming Objections: Addresses objections by emphasizing standard features/benefits, and succeeds with limited latitude to negotiate on standard terms.
• Problem Solving: Remains engaged until solution is reached, maintains objectivity, considers perspectives, and addresses root problems.

Skills/Knowledge Required

• Assessment of sales drivers, decision makers, and viable deals
• Remote relationship development & maintenance skills
• Remote negotiation skills
• 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.
• Identification of mutually beneficial initiatives (to Essendant and the customer)
• Compelling articulation of unique Essendant value proposition
• General expertise in customer’s industry/market
• Strong communications skills: written, verbal, and technology based with the ability to communicate with all customers management levels

Education and Experience

• Associate’s Degree preferred in Business/Marketing or equivalent experience required
• Minimum one (1) years Sales/ or account management experience

Benefits:

• Health benefits (Medical, Dental, Vision)
• 401k with matching
• Company Holidays
• Overtime Pay for hourly employees
• Paid Vacation, Floating Holidays, and Sick Time
• Maternity and Parental leave benefits
• Employee discount
• Tuition Reimbursement
• Employee Assistance Program

ESSENDANT Inc. is a leading national distributor that fuels its customers growth with a vast product assortment, world-class fulfillment network and a full suite of advanced sales and marketing tools. We strive for more than just success – we believe in building partnerships with our customers and our employees. Our business wouldn’t be thriving without our hardworking team members. We value all they bring to our company and offer a work environment that fosters training, mentoring and personal growth. We are one team with endless possibilities. We are Essendant.

ABOUT ESSENDANT

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)