Job Description

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.

Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation. Actively engaging in new business development opportunities by cold calling, prospecting and generating new leads. Partner collaboratively with expanded team (design engineers, sales support, sourcing team, marketing etc…) to grow the business with new and existing customers.

Develop and provide custom presentations on Veritiv solutions to customers. Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.

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.

Identify, within the team, instances of non-compliance with the organization's policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these and escalating issues as appropriate.

Respond to personal objectives and use performance management systems to improve personal performance.  OR Monitor the performance of the team; allocate work and review completion, take appropriate corrective action to ensure timeliness and quality; contribute to formal individual performance management and appraisal.

Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

Meet individualized segment sales, gross profit and margin goals as determined by Veritiv management.

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.

Instills Trust: Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.

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.

Communicates Effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, pays attention to others' insights, advice, or instruction, grasping the main elements. Promptly shares relevant information with the right amount of detail.

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.

Plans and Aligns: Plans and prioritizes work to meet commitments aligned with organizational goals. For example, adopts a sequence of activities that allows for optimal efficiency and effective coordination with others. Makes skillful use of resources and support to deliver efficient, high-quality work.

Builds Networks: Effectively builds formal and informal relationship networks inside and outside the organization. For example, engages with a wide network, across many functions, disciplines, and business units, to add value to organizational efforts. Leverages a wide network to provide insight and influence outcomes.

SKILLS

Works without supervision and provides technical guidance when required on developing appropriate plans or performing necessary actions based on recommendations and requirements.

Applies understanding of the business environment and objectives to develop solutions without supervision, while also providing technical assistance when necessary.

Works without supervision and provides technical guidance when required on maximizing the volume and value of direct sales.

Conducts research and analyzes data without supervision while providing technical guidance as needed in order to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.

Works without supervision and provides technical guidance when required on achieving full compliance with applicable rules and regulations in management and/or operations.

Works without supervision and provides technical guidance when required on analyzing data trends for use in reports to help guide decision making.

EDUCATION

Bachelor’s Degree Preferred/Required

EXPERIENCE

General Experience: Experienced practitioner able to work unsupervised (~ 3 years)