Key Account Executive
Company: Essendant Inc.
Location: Grand Prairie
Posted on: September 19, 2023
Job Description:
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find the contact information to request the appropriate
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Prairie,TX)
Grand Prairie, TX 75050, USA
DescriptionKey Account ExecutiveEssendant is a purpose-driven
company that reaches beyond business goals to define its success
within commerce today. We support our associates, customers and
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.ScopeThe 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
- Performs other duties as assigned
- 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 managementCollaboration: Skillful working in
groups and coordinating people to achieves optimal results for the
customerBusiness Development: Proactive generation of business
contacts and opportunities through effective networking and cold
calling, leadership in developing rapport with critical customer
personnelObstacle Anticipation: Navigates bureaucracy and prepares
for common obstacles to deliver on customer-defined resultsCustomer
Satisfaction: Prioritization of customer satisfaction as a primary
objective by building trust and demonstrating commitment to
achieveProblem Solving: Remains engaged until solution is reached,
maintains objectivity, considers perspectives, and addresses root
problemsResponsiveness: 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 wholesaleEducation and Experience
- Advanced degree in Business preferred or equivalent experience
required
- Minimum three years sales/or account management experience or
equivalent experience required
- 401k with matching
- Company Holidays
- Overtime Pay for hourly employees
- Paid Vacation, Floating Holidays, and Sick Time
- Maternity and Parental leave benefits
- Tuition Reimbursement
- Employee Assistance ProgramEssendant 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
DisabilitiesThe 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)
Keywords: Essendant Inc., Grand Prairie , Key Account Executive, Other , Grand Prairie, Texas
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