Description

Essendant 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.

Major Responsibilities:

• Builds and maintains strong relationships with all distributors in assigned territory.

• Effectively connects distributors to product experts within the field to facilitate relationships and business growth.

• Acquires new distributors, adds, and penetrates categories, and adds new business solutions.

• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and distributors’ expectations.

• Ability to travel up to 75% of time for in-person customer visits.

Right Sales Representative Skills, Behaviors

• Aids the development of acquisition and retention programs with distributors 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.

• Creates strong relationships with top suppliers/manufacturers in assigned market.

• 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 distributor management approach by growing partner accounts and retaining and maintaining vendor accounts.

• Identifies opportunities for new distributor 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.

Skills/Knowledge Required:

• Have a strong background in sales, excellent communication skills and a strong understanding of the Jan San and Food Service industry

• 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

  Critical Competencies

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 distributor’s business to ensure team helps distributors grow. This includes knowledge and understanding of the financial, accounting, marketing, and operational functions of a distributor. 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 ambitious 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 distributors and identify strategic initiatives to ensure ongoing growth. Develops compelling vision and communicates this vision to support strategic distributor initiatives. Uses strategic vision to create, set, communicate, and achieve distributor and organizational goals.

Education and Experience:

• Bachelor’s degree in business or similar field

• Minimum five years sales experience with a focus in the JanSan and/or Foodservice industries

Base Salary Range: $85,000-$90,000

Benefits:

• 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

ABOUT ESSENDANT (https://vimeo.com/606677833/91f9383175)

Essendant 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 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)