Business Development Executive - New Customers

at  Essendant Co

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.

SKILLS/KNOWLEDGE REQUIRED:

• Effective in persuading, convincing, influencing, or impressing others to get them to support a specific agenda, make an impression and take specific action
• Exhibit a determination to achieve ever-increasing level of performance involving setting high standards and challenging goals and requires a constant focus on achieving and exceeding those goals
• Rapid relationship and effective long-term professional interaction development, with ability to speak to C-suite
• Executive level negotiation skills including communicating with others by expressing genuine interest in and providing full attention to active listening and meaning of others’ messages
• Assessment of sales drivers, decision makers, and viable details
• Matching and development of solutions for each account’s unique business needs
• Attention to detail and a focus on fact-based decision-making Compelling articulation of unique Essendant value proposition within service level constraints General expertise in industry and market

EDUCATION AND EXPERIENCE:

• Bachelor’s Degree in Business, Marketing, or related field.
• Experience Ranges depending on product.
• Minimum two (2) years’ experience in the industry (distributor or wholesaler preferred);
• 8 to 10 years of experience in business products market (Office Supplies, furniture, computer products, etc.)
• 4 to 6 years of experience in channel specific sales (Foodservice, Jan San, Health and 3PL)
• Previous sales experience required.
• Experience in project/sales management

• Convert accounts not doing business with Essendant today by initiating new customer relationships and providing solution development necessary to land a new customer
• Lead the initial sales pursuit, articulating the value proposition for solutions/products aligning to the customer needs and speak to customer-specific use cases
• Tailor communication for c-suite executives
• Maintain strong knowledge of market and industry trends through working with Sales Operations and Marketing teams
• Consult with specialist resources to develop competency in technical aspects of solutions; and engage specialist resources in pursuits if necessary
• Identify the key buyers and influencers added to drive adoption into Essendant’s ecosystem
• Transfer ownership and knowledge of landed accounts to AE resource of account management
• Understands and demonstrates Essendant’s Core Values and role expectations.
• Performs other duties as assigned.