Position Number: 60359850
Position Title: Outside Sales - Salary + Commission
Posting Period: 11/07/2011
To 05/30/2012
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
