Packaging/Custom Sevices Sales Professional

xpedx  Position Title:  Packaging/Custom Sevices Sales Professional Reports to (Title):  Custom Service Sales Mgr

DISTRIBUTION Written by:  H. Mahaffey Date: January 2008    Approvals:

EXEMPT POSITION HR Approval:  Date:  Job #

 

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Organization/Unit:  xpedx Location: 3900 Lima

Denver, CO

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I. BASIC PURPOSE:

To sell and promote products and value added services offered by xpedx within a geographical area or an assigned industry group, sell an amount commensurate with each customer's potential and the company's philosophy, strategies and market share objectives for core products and market segments.

 

II.  SCOPE DATA:

 

Annual Sales $ Operating Budget $

Number of Employees  Number of Locations

Other Number of Businesses

 

III.  KEY ACCOUNTABILITIES:

 

1. ESSENTIAL FUNCTIONS:

1.  Plan sales and gross profit activities on a long term basis.  Develop yearly objectives for each of your key accounts to include action plans based on Strength, Weakness, Opportunities, Threats (SWOTS) analysis to place us in the preferred position.  It is expected that you will meet or exceed your plan each year.

2.  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 visits, ad specialties, etc.

3.  Develop a sufficient number of high potential prospects to guarantee future sales growth at greater than the market growth rate.

4.  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.

5.  Develop and maintain mill relationships through joint planning, sales calls and target accounts.  We must insure our mills place us in the preferred position with new product introductions and market segment support.

6.  Investigate and resolve all customer complaints promptly.  Evaluate source of problem and participate in resolution with all involved parties.

7.  Assist in the collection efforts of the Division on assigned accounts.

8.  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.

9.  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.

10.  Maintain all customer files accurately, including key personnel, sales history and potential sales data.

11.  Execute all paperwork in a timely, accurate and comprehensive manner.

12.  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.

13.  Participate actively in company sponsored training sessions, regularly scheduled sales meetings and division functions.

14.  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.  Achieve certification where required.

15.  Acquire system knowledge and competence, both operational and informational, to perform all functions at a professional level.



 

NON-ESSENTIAL FUNCTIONS:



 

IV.  WORK ENVIRONMENT:

Normal office working conditions with greater than 80% of the time spent calling on customers.

Equipment:  CRT, personal computer, laser printer, calculator, copier, fax, telephone, cellular phone, pager, personal transportation.  Travel overnight to Mills, trade shows, training sessions, customers.

 

V. KEY QUALIFICATIONS FOR THE JOB:

1. KNOWLEDGE: A strong sales ability with knowledge of the Colorado Front Range packging or facility supply market and industry A strong general knowledge of the company's products.  A full understanding of distribution economics.

2. SKILLS:  Excellent interpersonal, telephone, presentation, oral and written communication skills.  Must be proficient in positive selling techniques and hav good basic math skills.

3. ABILITY:  Must be able to deal with a variety of customers and problems, external and internal, in a highly professional and diplomatic manner.  Must be able to work independently with minimal supervision.

4. EDUCATION:  College degree or equivalent work experience required.

5. EXPERIENCE:  3 - 5 years of successful selling experience, preferably in the distribution area

6. SUPERVISION:  Some supervisory duties may be required, i.e., sales assistants.