Position Number: 60359858
Position Title: Outside Sales - Salary + Comm -Packaging
Posting Period: 11/08/2011
To 12/31/9999
Business: xpedx
Location: KENTWOOD
,MI
Job Group: Sales
Area of Interest: Sales
FLSA: Exempt
Relocation Paid: No
Description:
Plan sales and gross profit activities on an ongoing basis. Develop
yearly objectives for each of your key accounts to include action plans
based on a Strengths, Weaknesses, Opportunities, Threats (SWOTS)
analysis to place us in the preferred position. Meet or exceed your
plan each year. Metrics: Ratio of Sales $ and GP $ to budgets.
Have an accurate, detailed and comprehensive knowledge of the
potential of each account in your territory. Make sales calls on
customers and prospects at a frequency that will place us in the
preferred position. Build customer relationships by investing in
entertainment, mill/manufacturer visits, ad specialties, etc. Develop a
sufficient number of high potential prospects to guarantee future sales
growth at greater than the market growth rate. Metric: New Account
Sales $ and GP $.
Keep the appropriate Sales/Department Manager and/or Division Manager
well informed, at reasonable intervals, on progress being made on:
significant sales and account developments, as well as market, credit
and competitive changes. These should be reported whether positive or
negative. Metric: Net Sales $.
Develop and maintain mill/manufacturer relationships through joint
planning, sales calls and target accounts. We must ensure our
mills/manufacturers place us in the preferred position with new product
introductions and market segment support. Metric: Growth % in Target
Grades.
Investigate and resolve all customer complaints promptly. Evaluate
source of problem and participate in resolution with all involved
parties. Metric: Average Dispute Process Time.
Assist in the collection efforts of the Division on assigned accounts.
Metric: A/R % Current.
Maintain all price books. Properly communicate announced product and
price changes, availability conditions, and other pertinent
announcements to your customers. Deliver products and samples as
necessary. Metric: Average GP/Order.
Maintain all system information in a timely, accurate and complete
manner. This should include but not be limited to: customer master,
express order forms, customer unsold stock agreements, pricing, etc.
Maintain all customer files accurately, including key personnel, sales
history and potential sales data.
Execute all paperwork in a timely, accurate and comprehensive manner.
Foster a positive working environment with fellow employees and
customers.
Participate, when appropriate, on task teams to represent the sales
perspective and promote company development.
Participate actively in company sponsored training sessions, regularly
scheduled sales meetings and division functions.
Review new product developments and sales techniques on an ongoing
basis. Develop a complete and comprehensive technical knowledge of all
products appropriate to your market or territory.
Acquire system knowledge and competence, both operational and
informational, to perform all functions at a professional level.
Competencies: Listening, customer focus, integrity and trust, time
management, action orientation, drive for results, learning on the fly,
problem-solving, communications, technical learning, and organizational
skills.
Requirements
Essential
Preferred
Qualification
Proficiency
Qualification
Proficiency
Business Knowledge
Distribution Expert
Degrees
Business Administration Bachelor's Degree
Functional Experience
Sales Experience 3 years
Software
PC Software-Microsoft Office Proficient
Use
MAX Proficient
