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Category Specialist II at Essendant Co.

Posted in General Business 30+ days ago.

Type: Full-Time
Location: Cranbury, New Jersey





Job Description:

 

ESSENDANT Inc. is a leading national wholesale distributor of business products. We strive for more than just success— we believe in building partnerships that transcend with our internal and external customers. Our business wouldn’t be thriving without our hardworking employees. If you have a passion to strive for more, ability to generate ideas, and want to grow your career— we motivate you to join our organization. We encourage our employees to utilize internal relations: team support, training, and mentoring. We value and appreciate our employees. We are one team. We are Essendant.

 

Learn more about us Essendant Video.

 

Scope  

The primary segment for the Category Specialist II is our SMB Segmented customers for Essendant.

Major Responsibilities

Key Customer Relationships


  • Builds lasting customer relationships by initiating outbound calls, using Teams or video if need be.

  • Plans and organizes calls and activities for the day in order to maximize sales and meet key metrics.

  • Informs SMB customers on Essendant’s product category portfolio, marketing tools, and services available, assisting in the effort of growing the business.

  • Coordinates the involvement of internal resources, including support, service and management resources, transportation and pricing, in order to meet account performance objectives and customers’ expectations.

  • Ensures complete customer satisfaction by working with Customer Service, Merchandising, Product Management, Inventory and Transportation Facilities-when necessary.

  • Negotiates pricing and/or bid support as necessary to acquire new business to secure the deal or regain lost business.

  • Collaborates, coordinates and strategizes with customers and Account Owner (AE) counterparts to define detailed growth strategies to grow customer business.

  • Travels (~15-20%) with a justified by ROI and if opportunities dictate as such.

  • Promotes marketing, e-commerce, customer enablement and cross category solutions specifically designed to assist customer with growth and market penetration.

  • Participates in Business Review calls with Account Executive & District Sales Manager.

Right Sales Representative Skills, Behaviors


  • Identifies sales opportunities through their website and account profiling, and develops strategic plans tailored to the customer’s business model.

  • Solicits new business to customers by offering consultative approach across our Product Category portfolio.

  • Sells solutions using Essendant’s Core Values and Guiding Actions, along with other objectives deemed critical by the company.

  • Generates sales and margin growth while being cognizant of EBITDA.

Discipline of Management Processes and Tools


  • Educates and is a consultant to SMB customers on Company products, values, services, and marketing tools available to help grow customer business.

  • Promotes Company freight, pricing plans and programs, Company Customer Training, where available, Distribution Center tours, and the use of the Customer Care Centers.

  • Provides bids and updates.

  • Conducts frequent business reviews with SMB customers and Account Executives and is informed of innovations available in the business.

  • Provides assigned SMB accounts with company's products, programs, and services to assist in the development of business.

  • Completes accurate and timely sales and personal administration tasks.

  • Represents Essendant Product Categories at assigned District Sales cadence calls.

  • Understands and demonstrates Essendant’s Core Values.

  • Performs other duties as assigned.

  • Backs up Category Executives with their assigned Product Category Team

  • Skills/Knowledge Required

  • Negotiation skills with the ability to close sales.

  • Demonstrates ability to assess customer needs, probe for objections and look for creative solutions to promote/sell the company’s products and/or services.

  • Ability to communicate with customers at all levels of management.

  • Understanding of competition within a sales environment.

  • Working knowledge of all customers within scope of responsibility.

  • Understanding of e-business and e-marketing.

  • Clear understanding of pricing strategies.

  • Knowledge of distribution, customer service, and procurement/expediting processes.

  • Excellent follow up skills to ensure timely resolution in meeting customer needs.  

  • Demonstrates time management skills, including ability to manage and prioritize multiple tasks.

  • Strong results orientation.

  • Excellant verbal and written communication skills.

  • Ability to work cross functionally within the organization.

  • Strong knowledge of company applications and systems.

Education and Experience


  • Associate’s Degree in Business/Marketing or equivalent experience required

  • Minimum five (5) years related Sales experience

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)

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