International Paper Jobshttp://internationalpaper.jobs2012-05-20 19:12:28.461837USAKENTWOODPosition 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 Proficient2011-11-08 00:39:37United StatesInternational PaperMichigan60359850MIKENTWOOD, MI24738969http://internationalpaper.jobs/xml/24738969/job