Key Dealer Relationships
+ Builds and maintains trusting relationships with all dealers in assigned territory.
+ Effectively connects dealers to product experts within the field to facilitate relationships and business growth.
+ Acquires new dealers, adds and penetrates categories, and adds new business solutions.
+ Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and dealers' expectations.
+ Right Sales Representative Skills, Behaviors
+ Aids the development of acquisition and retention programs with dealers to improve the health of their business and ensure Essendant's longevity within the market.
+ Lead solutions using the Essendant Core Values and other objectives deemed critical by the company.
+ Generates sales and margin growth while managing EBIT.
+ Assists in the development of strategies for new and existing accounts to accomplish Essendant company goals.
+ Differentiates dealer management approach by growing partner accounts and retaining and maintaining vendor accounts.
+ Identifies opportunities for new dealer pricing strategies.
+ Engages in prospecting, proposal support and presentation, and new and existing account selling.
+ Promotes growth in all Essendant categories.
+ Discipline of Management Processes and Tools
+ Understand and communicate the financial side of expenses from both the selling and operational side of the business.
+ Provides assigned accounts with company's products, programs, and services to assist in the development of business.
+ Completes accurate and timely sales and personal administration tasks.
+ Understands and demonstrates Essendant's Core Values.
+ Performs other duties as assigned.
+ 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
Relating and Networking - Easily establishes good relationships with customers and internal staff; relates well to people at all levels; builds wide and effective networks of contacts; uses humor appropriately to bring warmth to relationships with others.
Persuading and Influencing - Gains clear agreement and commitment from others by persuading, convincing and negotiating; makes effective use of political processes to influence and persuade others; promotes own ideas and those of others; makes a strong personal impact on others; takes care to manage one's impression on others
Planning and Organizing - Sets clearly defined objectives. Plans activities and projects well in advance and takes account of possible changing circumstances; identifies and organizes resources needed to accomplish tasks; manages time effectively; monitors performance against deadlines and milestones.
Business Acumen - Quickly and keenly understands dealer's business to ensure team helps dealers grow. This includes knowledge and understanding of the financial, accounting, marketing and operational functions of a dealer. It also includes applying good business judgment to solutions.
Providing Service, Support, & Issue Resolution - Focuses on customer needs and satisfaction; resolves customer problems quickly and accurately; sets high standards for quality and quantity; monitors and maintains quality and productivity; works in a systematic, methodical and orderly way; consistently achieves project goals.
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.
Formulating Strategies and Concepts - Works strategically to accurately predict future industry trends affecting their dealers, and identify strategic initiatives to ensure ongoing growth. Develops compelling vision and communicates this vision to support strategic dealer initiatives. Uses strategic vision to create, set, communicate, and achieve dealer and organizational goals.
Education and Experience:
+ Bachelor's degree in Business or similar field
+ Minimum five years outside sales experience or similar
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)