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.

Major Responsibilities

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.

Sales Competencies

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

Critical Competencies

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.

Skills/Knowledge Required

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

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.


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)