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Essendant Enterprise Account Executive (remote) in Deerfield, Illinois


Major Responsibilities:

  • Strong leadership skills and effective communication

  • Meet all sales and margin objectives

  • Assume cross platform ownership of and effectively manage multiple relationships within assigned enterprise customer (i.e., multi-level, multi-buyer) including forging strong relationships with the highest level executive at the customer in order to grow the business.

  • Ensure customer growth by driving them into new business areas, identifying deficiencies and truly understanding their needs

  • Application of data analytics to effectively consult with the customers on ways to improve their business

  • Coordinates the involvement of appropriate internal resources including Customer Development, Finance, Sales Operations, Digital/Content and management resources in order to meet account performance objectives

  • Sales Representative Skills, Behaviors

  • Leads customer growth through innovative strategy development, and implementation of growth initiatives

  • Effectively partners with customer on solutions as well as meets in-person with customer to create and implement business plans for growth

  • Functions as a highly skilled solution selling resource for our Enterprise customers

  • Proactively leads the customer planning processes that develop mutual performance objectives, financial targets and critical milestones for a 1-3 year period

  • Works closely with our Category team, Resource Center and vendors in aligning the right solutions to meet customer needs

  • Proactively assesses, clarifies and validates customer needs on an on-going basis; understands customer needs

  • Support engagement with other USI businesses to advance incremental revenue opportunities through synergistic alignment of support, program, etc.

  • Create and implement communication and information sharing protocols with the cross BU sales team to communicate best practices and identify/solve for obstacles at a local customer level.

  • Leads technology related solutions that expand growth

  • Discipline of Management Processes and Tools

  • Understands product information and connects resellers to product experts efficiently

  • Partnering with Pricing Management, creates and implements effective customerpricing strategies

  • Understands and demonstrates Essendant’s Core Values

Critical Competencies:

  • Formulating strategies and concepts - Works strategically to realize organizational goals; sets and develops strategies; identifies, develops positive and compelling visions of the organization’s future potential; takes account of a wide range of issues across, and related to, the organization.

  • Presenting and communicating information - Speaks fluently; expresses opinions, information and key points of an argument clearly; makes presentations and undertakes public speaking with skill and confidence; responds quickly to the needs of an audience and to their reactions and feedback; projects credibility.

  • Entrepreneurial and commercial thinking / business acumen - Keeps up to date with competitor information and market trends; identifies business opportunities for the organization; maintains awareness of developments in the organizational structure and politics; demonstrates financial awareness; controls costs and thinks in terms of profit, loss and added value.

  • Adapting and responding to change - Adapts to changing circumstances; tolerates ambiguity; accepts new ideas and change initiatives; adapts interpersonal style to suit different people or situations; shows an interest in new experiences.

  • Achieving work goals and objectives - Accepts and tackles demanding goals with enthusiasm; works hard and puts in longer hours when necessary; seeks progression to roles of increased responsibility and influence; identifies own development needs and makes use of developmental or training opportunities.

Skills and Knowledge Required:

  • 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

Education and Experience:

  • Bachelor’s in Business or similar field

  • Minimum of five years + outside sales experience or commensurate cross training experience

  • 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.

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)