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  

Enterprise Relationships 

Develops and maintains positive relationships with customers and prospects.   Participates in customer visits with Sales/Support Teams to provide strategic leadership and Sales Team development.   Represents ultimate responsibility for Enterprise relationships and ensures dealer satisfaction.  Coordinates the involvement of internal resources, including support, service, and management resources, in order to meet account performance objectives and dealers’ expectations.  Support as an escalation resource in customer interactions, especially in training new hires, with objective of developing independent reps. 

Right Sales Representative Skills, Behaviors 

Develops, implements, and manages Enterprise sales strategy to achieve district and category expansion goals.   Leads and supports Sales Teams on constructing Customer contracts.   Leads Sales Teams in the Territory Planning and Development Process.  Empowers team to gain market share through dealer acquisition activity.  Directs Sales Teams and other direct reports to flexibly support dealer growth and service via a sustainable segmentation model.  Provide guidance on how to manage accounts which require additional, high-level support, resolve complex issues & help navigate internal obstacles.  

Engage & Energize 

Leads, motivates, coaches, and inspires Sales Teams and other direct reports to achieve sales and growth goals.    Leads team by example using the Essendant Values; leads others to promote and integrate objectives deemed critical by the company.  Works with direct reports to prepare and implement individual development plans to set and achieve goals; provides positive and constructive feedback and manages rewards.   Hold weekly team calls to update the team on account planning, strategy development, go/no-go decisions on opportunities, and identify key resources.  Coach, develop, and manage Field Account Executive team to achieve/exceed performance goals.  

Discipline of Management Processes and Tools 

Manages the performance of direct reports via performance management, information sharing (i.e., cascading communications, weekly team calls), and associate and administrative management (i.e., performance reviews, time off approvals, etc.).   Recruits, assesses, hires, and onboards new talent. Set and measure financial and strategic goals of the sales area; ensures account profitably and manage Field Account Executives to achieve profitability targets.  Develops a budget and manages expenses within budget parameters.   Translates district and category goals to targets for account leaders and direct reports.  Provides input to internal teams on programs and pricing.  Allocates resources to meet or exceed district profitability, sales, and margin goals.   Directs market dealer training initiatives, approach, and offerings.  Manages people, processes, budgets, performance management, compliance activities, and associate development as required by the job.    Collaborate with other sales leaders in the development and sharing of account strategy and coaching best practices.  Meet or exceed team sales quotas and performance objectives  Understands and demonstrates Essendant Core Values.  Performs other duties as assigned. 

Enterprise Relationships – Must have experience managing relationships with Big Box retailers.

Leading Others - Identifies the developmental needs of others and provides coaching, mentoring, or otherwise helping others to improve their knowledge or skills. Provides guidance and direction to other managers, including setting performance standards and monitoring performance. Inspires and motivates managers by creating an engaging work environment, providing recognition and incentives, as well as monitoring compliance with standards. 

Formulating Strategies and Concepts - Works strategically in the district to accurately predict future industry trends and identify strategic initiatives to ensure ongoing growth.  Develops compelling vision for the district and communicates this vision to support strategic initiatives.  Uses strategic vision to create, set, communicate, and achieve district dealer and organizational goals.   

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.  

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 of self and others against deadlines and milestones.  

Adapting / 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.  

Working with People - Shows respect for the views and contributions of other team members; shows empathy; listens, supports and cares for others; consults others and shares information and expertise with them; builds team spirit and reconciles conflict; adapts to the team and fits in well.  

Leading Service, Support, & Issue Resolution - Leads team on use of systems and processes that enhance customer needs and satisfaction; ensures team resolves customer problems quickly and accurately; sets high standards for quality and quantity from the team; monitors and maintains quality and productivity; works in a systematic, methodical and orderly way; consistently achieves project goals.  

Skills/Knowledge Required  

Ability to read and interpret various financial statements including P&L, Balance Sheets, and Cash Flow Statements.   Knowledge of dealer systems, CRM, and Pipeline Management.   Advanced Microsoft Office skills, especially with Excel.  Knowledge of the market and trends in the marketplace. 

Education and Experience   

Advanced degree in Business preferred or equivalent experience required  Minimum four years sales/or account management experience or equivalent experience required.  Minimum six years experience in sales management demonstrating successful solution sales experience with accounts, strong preference for the industry (distributor or wholesaler preferred) with outside sales experience or account management.  

Base Salary Range: $115,000-$135,000

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

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.