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Key Account Lead

Posting Start Date: Aug 4, 2022

Location: Wagram, NC, US

Company: Cascades

Your challenge!

 

We are seeking an experienced and dynamic sales professional to further develop Bunzl/R3 business in the eastern US.

  • Grow the relationship with Bunzl/R3 regional sales management and sales representatives.
  • Provide comprehensive knowledge of our product line.

This position is crucial to the growth of Cascades and will offer a lot of visibility. The ideal candidate must be driven, dedicated, passionate & organized. It is required to have market knowledge (geographic and product) and travel throughout the eastern US to meet with key Bunzl/R3 personnel and make sales calls with Bunzl/R3 sales representative on key Bunzl/R3 current and prospective accounts. 

Individual responsibilities

 

  • Maintain a thorough knowledge of Cascades products and services and utilize strong analytical and business insight to identify areas of opportunity and provide actionable recommendations and solutions to increase product growth.
  • Collaborate cross-functionally with other internal business groups.
  • Manage prospect activities and establish initial/follow-up appointments with customer decision-makers.
  • Prepare and deliver sales presentations to prospective new clients/current clients and follow-up with key customer decision makers to close all sales.
  • Maintain an awareness of market behavior and competitive trends to anticipate changing customer needs.
  • Build relationships and increase Cascades visibility through participation in various activities such as attending trade shows, community events, networking events, or other activities as necessary.
  • Schedule and document all activities..
  • Complete required Agreements and Contracts, update and maintain CRM entries, track and forecast account budgets and expense reports, and complete other paperwork in a timely manner.
     

Experience, Education and Skills

 

Experience

  • Experience working in distribution, B2B, industrial, or tissue/paper product sales strongly preferred


 

Education 

  • Bachelor's degree in Business Administration or Marketing

 

 

Essential Skills 
 

  • Good communication and presentation skills (both verbal and written); able to effectively communicate to all levels of management, both internally and externally.
  • Strong active listening skills; gives full attention to what other people are saying, taking time to understand the points being made, asking questions when appropriate, and letting others fully state their ideas.
  • Consistent with follow through; follows through on challenges as they arise; maintains a positive and persistent outlook and approach. 
  • High energy, friendly, and engaging.
  • Ability to thrive and adapt in ambiguous environments.
  • Self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong desire to win; takes appropriate risks.
  • Maintains the highest level of confidentiality and is trustworthy.
  • Excellent persuasion skills; can persuade others to change their minds or behavior.
  • Good time management and organizational skills to ensure assigned responsibilities are completed in an efficient manner.
  • Travel- the position covers a large territory that will require client and prospect visits as well as travel for trade shows, trainings & meetings.

Business Objective Alignment

 

  • Ensure that the development and achievement of sale objectives are in keeping with the strategic plan for his/her business unit
  • Operational Excellence 
  • Apply sales best practices that are in keeping with Cascades’ strategic orientations
  • Apply the pricing strategy
  • Document administrative activities related to his/her sales (e.g., contracts, promotions, forecasts)
  • Ensure that volume growth and/or account profitability are maintained (prospecting)
  • Organize all activities to maximize efficiency
  • Facilitate discussions between his/her department and the departments concerned
  • Promote and sell solutions and products that are adapted to the needs of clients and refer products from other groups as needed
  • Client Focused and Innovation 
  • Encourage his/her clients and unit to suggest ideas for improvement and innovation
  • Develop his/her network in the business community (e.g., industry, associations, clients)
  • Keep a watch to develop market intelligence (best practices, trends, segmentation, competition, etc.) and share it within the organization
  • Maintain professional relationships with clients and promote Cascades’ product line
  • Human Resources 
  • Take the initiative to develop his or her skills
  • Health & Safety 
  • Comply with the safe work standards in effect
  • Promote sound occupational health and safety management 
  • Corporate Responsibility and Governance 
  • Comply with the ethical standards of Cascades’ and its business partners, and represent Cascades’ image
     

Core competencies defined for this job

Values and ethics
Client-focus
Partnership
Active listening
Entrepreneurial spirit
Impact and influence


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