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Inside Sales Account Manager

Company: Veritiv
Location: Fresno
Posted on: November 17, 2021

Job Description:

ABOUT THE COMPANY Veritiv Corporation (NYSE: VRTV), is a North American leader in business-to-business distribution solutions. Serving customers across virtually every industry, Veritiv provides packaging, print, facility, publishing and print management solutions. Established in 2014 following the merger of International Paper's xpedx division and Unisource Worldwide, Veritiv is an Atlanta, GA based company employing approximately 6,400 team members across approximately 120 distribution centers throughout North America. JOB PURPOSE The Inside Sales Account Manager is responsible for selling products and services primarily leveraging technology (e.g., video calls, phone, e-mail, chat, text and other forms of digital communication) to achieve sales goals. The Inside Sales Account Manager focuses on growing sales within current accounts and prospecting new accounts. This person develops long-term customer relationships and grows sales through suggesting Veritiv products and solutions to meet customer needs. Building strong relationships, communication skills and initiative are critical components of this position. RESPONSIBILITIES * Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. * Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response. * Set clear objectives for each sales call or meeting; use standard materials to make a presentation to the customer; and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation. * Identify the products or services that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale. * Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences. * Schedule follow-up actions and enter relevant information into the customer relationship management system after each contact with a customer to create a call plan and to ensure that the organization has quality data to enable effective customer retention and business development activities. * Develop knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct to ensure own work adheres to those standards. Obtain authorization from a supervisor or manager for any exceptions from mandatory procedure. * Prioritize own workflow and ensure work is completed to the required standards of productivity, quality and timeliness; use performance management systems to improve personal performance. * Achieves monthly, quarterly and annual sales objectives while ensuring optimal customer experience. * Additional duties as required. BEHAVIORAL COMPETENCIES Customer Focus Builds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers' future needs. Frequently adjusts approach to ensure customer needs are met and to improve service. Plans and Aligns Plans and prioritizes work to meet commitments aligned with organizational goals. For example, strengthens alignment and coordination between own work and others', providing well-sequenced activities and exact time frames. Foresees and resolves many potential bottlenecks and delays. Action Oriented Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm. For example, takes timely action on important or difficult issues. Identifies and pursues new opportunities that benefit the organization. Communicates Effectively Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, listens attentively and takes an interest. Keeps others well informed; conveys information clearly, concisely, and professionally when speaking or writing. Interpersonal Savvy Relates openly and comfortably with diverse groups of people. For example, takes time to build rapport in meetings; speaks about common interests and priorities; shows tact and sensitivity in difficult interpersonal situations. Maintains productive relationships with a wide variety of people and from a range of backgrounds. Manages Complexity Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options. Ensures Accountability Holds self and others accountable to meet commitments. For example, accepts responsibility for own work, both successes and failures. Handles fair share and does not make excuses for problems. Usually meets commitments to others. SKILLS * Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Uncovers clients' explicit needs and/or unforeseen opportunities and challenges. Clearly present solutions that link directly to the key objectives and challenges important to the client. * Provides context for conversations; Proposes mutually valuable agenda; Leverages pre-call prep for partnerships; Confirms client understanding; Leverages pre-call prep; Adds value through perspective. * Works with guidance (but not constant supervision) to plan, organize, prioritize and oversee activities to efficiently meet business objectives. * Works with guidance (but not constant supervision) to identify ideal potential clients. * Identifies client-organization fit; Defines ideal client; Identifies long-term clients; Evaluates partnership's value contribution. * Works with guidance (but not constant supervision) to spend the appropriate time for the size and potential of each opportunity. * Qualifies opportunities; Identifies competition; Invests appropriate effort; Identifies budget and timing; Identifies and communicates benefits. * Works with guidance (but not constant supervision) to review and create relevant, lucid and effective reports. EDUCATION Bachelor's Degree Preferred EXPERIENCE General Experience Sound experience and understanding of straightforward procedures or systems (7 to 12 months) ADDITIONAL INFORMATION Strong technology skills in typical office products such as MS Office and previous experience or the ability to learn new technology (SAP, Salesforce.com, etc.) is a plus. Veritiv is an Equal Opportunity/Affirmative Action employer. Individuals seeking employment are considered without regards to race, ethnicity, color, creed, religion, sex, sexual orientation, marital status, age, disability, gender identity or expression, genetic information, national origin, protected veteran status or any other classification protected by law. Additionally, Veritiv will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with Veritiv's legal duty to furnish information. If you would like more information about your EEO rights as an applicant, please click here: http://www.eeoc.gov/employers/upload/poster_screen_reader_optimized.pdf http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf Veritiv is an Equal Opportunity/Affirmative Action employer. EEO Policy US - EEO Policy Canada - EEO Policy Mexico This description does not attempt to define the job's essential functions as defined by applicable disabilities law.

Keywords: Veritiv, Fresno , Inside Sales Account Manager, Executive , Fresno, California

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