Strategic Account Relationship Manager (Remote- Orlando FL)

Drives revenue by increasing School Specialty market share and penetration within a geographic territory. Works primarily via the phone generating new business, as well as maintaining re-order business. Provides a consultative and collaborative approach to understand customer environment and competitive forces to consistently execute on the strategy and exceed customer expectations while gaining market penetration.

Qualified applicants must live within the designated territory: Orlando FL, Jacksonville FL, Miami FL, or Tampa FL. This is a work-from-home role.

Responsibilities

• Effectively utilizes an inbound/outbound sales process including needs-based consultative selling to aid customers in achieving business goals.
• Proactively interact with each account on a regular and ongoing basis, utilizing available communication channels.
• Research and analyze the strategic business direction and needs of each assigned account to determine how School Specialty can best align itself as a vendor partner for all current and future business needs.
• Coordinate and lead customer sales activities and communication between each account to achieve appropriate business solutions, respond to customers’ purchasing needs, and coordinate sales.
• Collaborates with internal and external stakeholders to resolve escalated issues quickly and effectively, improving both loyalty and sales.
• Supports the successful execution of service-to-sales (“Team Sell”) strategy and assures achievement of customer experience objectives.
• Function independently with limited supervision in performing all job duties and responsibilities, including negotiating terms, pricing, and contracts for each account.
• Effectively use OneForce/SalesForce.com to manage time and resources, provide updated information, competitive intelligence, and market trends to customers.
• Drives and creates a positive, collaborative team selling environment by developing a deep customer understanding of needs and leveraging internal departments to maximize revenue opportunities.
• Works with aligned sales team including Strategic Account Managers, Strategic Account Reps, Category Sales Managers, and Vendors.
• Ability to overcome objections and effectively deal with customer rejection.
• Responsible for responding to customer inquiries in a timely manner and following up on all sales leads.
• Drives continued growth by moving customers to our online order-entry platform.
• Work directly with customers to assess, describe solutions, define products, and create quotes.
• Responsible for input to sales, profit forecasting, overall sales, marketing plans, and self-study of products and applications.
• Attendance required at sales meetings as well as National and Regional conferences and trade shows.
• Conducts Business Reviews as required.
• Services all customers, internal and external, in a professional manner.

Requirements

• Operational knowledge of CRM and Microsoft Office Suite.
• Excellent organizational skills.
• Possess a high level of professionalism, ethics, confidence, and a commitment to a team approach.
• Engaging and goal-oriented personality.
• Excellent written and oral communication skills with the ability to conduct presentations.
• 2+ years of sales experience (Inside/Field sales preferred).
• Understand the complexity of sales: Territory Planning and Strategizing, Pipeline Management.
• Prior experience selling multiple product lines.
• Strategically and effectively navigate large, complex sales.
• Ability to work within Team Sell, collaborative selling environment.

Qualifications

• Bachelor’s degree in business-related field preferred; years of relevant experience considered in lieu of degree.

Benefits

• Comprehensive benefits package including Medical, Dental & Vision (effective day 1).
• Basic life insurance and disability coverage.
• Paid parental leave.
• Wellness programs.
• Health Savings Accounts and Flexible Spending Accounts.
• 401k.
• Educational Reimbursement.
• Paid Holidays.
• Annual paid Volunteer time.

Physical and Mental Demands

• Frequently required to sit, hear, use hands to type data, use a personal computer, and telephone.
• Occasionally required to operate business machines.
• Specific vision abilities required include close vision and the ability to adjust focus.
• Mental demands include multitasking, decision making, problem-solving, comparing, copying, computing, compiling, analyzing, coordinating, and synthesizing data.