Essendant is hiring an Enterprise Account Executive to strategically grow account revenue through category expansion in existing, assigned accounts. In this purpose-driven role, you will be central to driving the utilization of Essendant’s value-added services and cultivating strong, trusted relationships with customer buying teams and leadership.
What You'll Do
- Strategically grow account revenue through category expansion in existing, assigned accounts.
- Drive utilization of Essendant value-added services.
- Prepare research around market trends, customer needs, and cross-/up-sell opportunities.
- Identify industry and customer events as vehicles for proactive strategic meetings with senior management.
- Conduct a regular cadence with customer's buying teams, leadership, and key suppliers.
- Perform weekly internal review of sales results and customer strategies with internal support teams.
- Conduct quarterly internal business reviews, quarterly external business reviews, and annual planning reviews with customer leadership.
- Establish supplier partnership growth strategy to build stakeholder relationships.
- Coordinate the involvement of internal resources (Finance, Credit, Customer Development, etc.) to meet account performance objectives.
- Provide broad understanding of Essendant capabilities across all functional areas.
- Tailor communications for c-suite executives.
- Ensure dealer growth account revenue by driving them into new business areas and category expansion.
- Maintain strong understanding of customer systems related to deductions, credit, returns, order processing, receiving, and delivery.
- Understand and demonstrate Essendant’s Core Values.
What We're Looking For
- Bachelor’s in Business or similar field or a minimum of five years of outside sales experience or commensurate cross training experience.
- Exceptional consultative and interpersonal skills resulting 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.
- Intermediate collaborative management skills and influential leadership ability.
- Intermediate analytical ability to read and interpret customer financials.
- Strong consultative ability to meet and advise customer on strategic and financial objectives.
- Advanced skills in Microsoft Office including Word, Excel and PowerPoint.
- Expertise in CRM and / or relational database programs.
Technical Stack
- Microsoft Office (Word, Excel, PowerPoint)
- CRM and relational database programs
- LACRM, Pipeline, and TRACK for customer relationship management
Team & Environment
You will coordinate the involvement of internal resources including Finance, Credit, Customer Development, Care, Digital Services, Inventory, Operations, Transportation, Pricing, EDI, and Merchandising to meet account performance objectives.
Benefits & Compensation
- Compensation range: $100,000-125,000
Essendant is an Equal Employment Opportunity employer that is committed to building a diverse and inclusive environment. We prohibit discrimination and harassment of any kind.
