Primary Purpose
Position will lead the Office Products, Jan/San, Foodservice Buying Groups and the aligned account management team. Responsible for driving superior customer revenue and profitability through the development of group specific account plans, elevated group partnering and a deeper alignment between these groups and Essendant. The Director, Buying Groups will connect cross functionally across the organization and departments to accelerate our share of customer wallet while maximizing customer profitability. The role will connect with suppliers to drive customer VOW (Value of Wholesale) and other growth program engagements. This position will develop and enhance the selling skills and capabilities of his/her team while operating in a matrix selling structure. Support the penetration and high-level engagement at the group corporate headquarters and, where appropriate, align and direct the field selling team tied to individual customer local locations. Participation, assistance and enhancing of the team selling process is a key part of this position. This highly visible position will work with all levels of Management within our organization.
Major Responsibilities
Engage in complex selling efforts designed to properly assess customer needs, maximize customer revenue and exceed profitability goals. Work with all departments within Essendant (including Customer Care & field selling teams) to insure customer success and provide process improvements where applicable.
Develop specific account plans, business processes and associate SMART objectives. Insure implementation across the organization.
Responsible for developing and optimizing a selling team and customer pipeline of new activities and opportunities.
Responsible for forecasting future performance expectations and communicating project results and expectations to all organization leadership levels.
Negotiate customer contracts to enable sales growth, improve customer overall profitability and maintain customer relationships.
Develop effective linkages and communication with the field selling team, providing account plans and setting field support expectations. This includes opportunities to take out costs, streamline services, simplify procedures, align objectives, enhance execution, etc.
Develop key performance measures for associate and department success and track these accomplishments with appropriate metrics.
Cross functional alignment with Pricing, Operations, Inventory Management, Merchandising, Marketing, Operations, Procurement, Transportation, Customer Care and Accounting/Finance/Legal.
Provide direct supervision of SAM’s and indirect supervision of field selling team (DSM/TSM/KAE/AE) and Customer Care associates.
Manage people, processes, budgets, performance management, compliance activities, and associate development as required to accomplish goals.
Use personal initiative to develop effective solutions to customer challenges/opportunities.
Understands and demonstrates Essendant’s Core Values.
Performs other duties as assigned.
Manages 3 direct reports
Skills/Knowledge Required
Ability to identify customer needs and requirements, especially new and unique resellers.
Familiar with the sales process and comfortable participating in it as a subject matter expert.
A thorough understanding of all Essendant processes that touch the customer and how to achieve results utilizing that structure.
Ability to develop clear action plans and drive processes with numerous interdependencies.
Experience in leading change & having the facilitation skills to implement change.
Strong problem-solving skills, analytical capabilities and collaboration skills.
Must have attention to detail, a commitment to quality and be results and customer focused.
Knowledge of Essendant Operations as they impact our customers and how to make best use of these operational capabilities without sacrificing efficiency.
Education And Experience
Bachelors degree required; Masters Degree preferred
Minimum eight years sales and 5 years sales management experience.
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