Key Account Executive – Remote
Key Account Executive
Remote with light travel.
Work Hours: 8AM – 5PM
The primary segment for Account Executive, Key position is the Key Customers for Essendant.
Strategically grow account revenue through category expansion in assigned geographic territories focusing specifically on partner customers that fit the Key criteria
Drive utilization of Essendant value-added services
Prepare research around market trends, customer needs, and cross-/up-sell opportunities
Identify industry as well as Essendant events as vehicle for proactive strategic meetings with senior management (e.g ISSA)
Conduct ad-hoc touchpoints w/ customer stakeholders
Perform weekly internal review of sales results
Conduct quarterly internal business reviews, quarterly external business reviews, and annual planning reviews with customer leadership as required
Cultivate appropriate internal and external stakeholder relationships and activities such as with supplier partners
Coordinates the involvement of internal resources, including support, service and management resources, transportation and pricing, to meet account performance objectives and customers’ expectations.
Understand customer’s short & long term strategic objectives, and opportunities for Essendant; including there is a succession plan, also their strategic business plans such as acquisitions or selling their business, etc.
Consult and/or engage specialist resources to communicate technical offerings
Proficient in good communication skills and ability to anticipate and sell through objections, and handle customer complaints/concerns to avoid escalation
Ensure dealer growth account revenue by driving them into new business areas, category expansion in assigned accounts with the goal of growing the account to the depth of their growth potential and supporting them with their deficiencies, and truly understanding their needs.
Apply data analytics to consult with the customers on ways to improve their business
Teaches and supports dealers on how to recruit, identify, select, onboard, and train effective sales staff
Understands and demonstrates Essendant’s Core Values and Guiding Actions.
Performs other duties as assigned.
Strong relationship development & maintenance
Strong negotiation skills
Strong Business acumen to discuss and develop solutions tailored to the customer’s needs
Identify and communicate mutually beneficial initiatives (to Essendant and the customer)
Compelling articulation of unique Essendant value proposition
General knowledge in customer’s industry/market
Consistent utilization of LACRM, Pipeline, and TRACK for customer relationship management
Collaboration : Skillful working in groups and coordinating people to achieves optimal results for the customer
Business Development : Proactive generation of business contacts and opportunities through effective networking and cold calling, leadership in developing rapport with critical customer personnel
Obstacle Anticipation : Navigates bureaucracy and prepares for common obstacles to deliver on customer-defined results
Customer Satisfaction : Prioritization of customer satisfaction as a primary objective by building trust and demonstrating commitment to achieve
Problem Solving : Remains engaged until solution is reached, maintains objectivity, considers perspectives, and addresses root problems
Responsiveness : Sense of duty to constituents (internal and external customers); goes above and beyond to address unexpected issues.
Advanced skill in Microsoft Office including Microsoft Word, Excel, and PowerPoint
Expertise with CRM and/or relational database programs
Understanding of e-business and e-marketing
Ability to apply and understand pricing strategies
Intermediate collaborative management skills and influential leadership ability.
Intermediate analytical ability to read and interpret customer financials and sales results.
Basic consultative ability to meet and advise customers on strategic and financial objectives to sell/teach the financial acumen of wholesale
Education and Experience
Advanced degree in Business preferred or equivalent experience required
Minimum three years sales/or account management experience or equivalent experience required
Health benefits (Medical, Dental, Vision)
401k with matching
Overtime Pay for hourly employees
Paid Vacation, Floating Holidays, and Sick Time
Maternity and Parental leave benefits
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 (https://vimeo.com/606677833/91f9383175)
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)