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Job Description:

Responsibilities

1. Responsible for total sales within a defined set of customers/locations/segment.

+ Meet or exceed sales plan for the defined territory/key accounts for the sales period.

2. Ownership of identified key accounts at a corporate level

+ Engage in strategic development with Business Manager.

+ Execute initiatives developed in partnership with Business Manager

+ Where applicable, ensure all products are entered into the distributor system

+ Drive applicable sales campaigns and promotions through the field sales teams

+ Drive applicable sales campaigns and promotions within the distributor and serve as the owner between corporate and branch execution

+ Negotiate in tandem with the Business Manager all contracts and terms of sales for all identified customers

3. Administrative

+ Reporting – Communicate as required within the business all necessary information from financial results to strategic intent within the assigned accounts.

+ SalesForce.com (SFDC) – Utilize the system for all areas of documentation required for all assigned accounts. Some examples but not limited to:

+ Funnel/Pipeline Management: Develop pipeline opportunities to meet/exceed goal for strategic end users and programs at the assigned accounts and manage in SFD.

+ Contract Management: Execute all contractual process requirements and document within SFDC to ensure compliance with all approval requirements.

+ SPA: Enter in all required SPAs (Special Price Agreement) in a timely fashion to ensure proper evaluation and approval of all potential SPAs.

+ CBI: Document all opened CBI (Customer Backed Innovation) opportunities and provide information as required from product management and R&D to help drive new product development opportunities.

+ Sales Campaigns: Enter in all data required for sales campaigns as required by the management team or campaign leaders.

+ Key Account Plan: Develop, communicate and keep up to date strategic plans for each Key Account assigned.

+ Other: Any additional requests, reports, or details required by the sales management team.

+ Own the SKU creation and management process at assigned accounts when applicable.

+ Customer Back Innovation (CBI): Make calls, direct questions as appropriate with customers, enter the required number of opportunities and ensure that any potential CBI opportunity is evaluated properly within the ITWPB business.

+ Coordinate and communicate as necessary on open orders, shipping, accounts receivable, etc… to ensure complete account management always.

+ Attend business meetings, trade shows or other required industry/business events as required.

+ Execute any ad-hoc or newly introduced projects, plans, campaigns or initiatives the commercial management team deems necessary to implement.

+ Comply with timelines for all Workday activities, required training courses and any additional necessary requirements such as Dayforce vacation tracking.

Education and Expereince

+ Bachelor’s degree in business, Marketing or related field preferred.

+ Minimum of five (5) to ten (10) years’ experience in sales in JanSan environment.

+ Proficient in Microsoft Office programs (Word, Excel, Power Point) and Outlook. Strong written, verbal and collaborative communication skills. Experience with working with eCommerce channel a plus.

+ Experienced in conducting effective and professional sales/product training via in person or virtual (Webinar), to groups and various media forums.

+ Experience in successful sales strategy formulation and execution.

+ Proven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers.

+ Knowledge of marketing principles and experienced in gathering market intelligence and conducting competitive analysis.

+ Business classes/ seminars including organization and time management, Business Administration and various sales helpful.

+ Must be able to handle multiple tasks simultaneously, manage priorities and work independently as well as on a team.

Other Qualifications

+ Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization such as operators, executives, suppliers, customers, etc.

+ Commitment and willingness to strive toward achieving goals and business objectives. Acts with a sense of urgency to drive results.

+ Possess an entrepreneurial spirit and willing to take initiative with focus on the key initiatives and opportunities for improvement and growth.

+ Self-starter, highly motivated, follows directions well and can work with little or no supervision.

+ Able to adapt effectively to changes in the work environment in a positive manner; able to deal with frequent change, delays, or unexpected events.

+ Possess an entrepreneurial spirit to drive organizational focus on the key initiatives and opportunities.

+ Excellent communication skills with all levels of the company and customers.

+ Able to effectively work with and through others in a collaborative environment.

+ Takes ownership and drives positive change.

+ Excellent verbal, written, interpersonal, communication and presentation skills with experience in working with all levels of company and outside resources.

+ Able to adapt to changes in the work environment.

+ Proficient time management and prioritization skills.

+ Knowledge and experience in International business development and sales between US and Canada to include export requirements, currency conversion and business customs.

+ Ability to travel 40% or more for business demands; includes overnight