Veritiv has an expansive North American network with more than 180 locations, and we do business with
more than half of the Fortune 500. We're a big company, but we’re also a new company, shaping our
systems and processes to support a successful and sustainable future. We don't just encourage an
entrepreneurial spirit, we embody it.
Are you looking to join a company where you feel empowered in your work and your job is not just a job,
but a path toward a rewarding and successful career? Do you want to be part of a company that
customers and suppliers not only want to do business with but need to do business with?
If you answered yes, then Veritiv might be the place for you. We encourage you to learn about and apply
to Veritiv if you seek a unique work experience, where diverse ideas are met with enthusiasm, and where
you can realize your full potential. Position Description
Position will develop alliance relationships that cause multi-functional collaboration. Executes co-developed Key Account Plans with highest priority strategic accounts. Provides insights for development of Customer Value Propositions. Completes a selection and prioritization process to focus sales effort and engage support resources. Develops the Key Account Plans securing senior management support for actions and reviews with Manager for input and approval. Analyzes business conditions, identifies opportunities and recommends solutions. Maintains knowledge of priority customers, operational direction, segments targeted accounts, supply channels, service expectations and strategic financial requirements. Is geographic or sub-segment focused and the leader for major accounts team. Assigned accounts are multi-location and complex in nature with alliance (multi-division) needs. Is a key participant in a facilities' or businesses' goal setting.
Lead & Direct FS strategy on Enterprise Account business
Develop annual go to market business plans for Enterprise market segments.
Identify and develop specific targeted Enterprise markets on a national & regional level. These markets are characterized by their unique solution/application with facility solutions.
Responsible for leading sales professionals to increase revenue through share gain, new programs, cross segment selling.
Responsible for contract interpretation, negotiation and execution.
Responsible for contract renewal and adherence to the “contract review” process.
Responsible to review account financial metrics utilizing financial tools to ensure we are delivering targeted financial returns on current business and new targeted on boarding
Partner with FS marketing to identify strategies to accelerate profitable growth. These should include:
Participate in selected Enterprise events and trade shows that will contribute to the growth of the division and key targeted opportunities
Ability to present Enterprise strategy to all internal and external stakeholders and the execution of it.
Qualifications & Experience
Have extensive sales management background, with Facility Solutions experience preferred
2-5 years of sales management in Facility Solutions industry. Print and Packaging experience is a plus
Proficient PC skills.
Understanding of distribution business
Strong communication and presentation skills
Demonstrated ability to handle multiple tasks and technically challenging assignments simultaneously
Ability to adapt to rapidly changing business priorities and assignments
Must be creative and innovative
Results oriented, and able to take positive action quickly when problems arise
College degree or equivalent work experience required
High level of detail orientation
Judgment and decision making skills enhanced by functional and technical knowledge
Understands CRM tool (Salesforce.com) as a critical tool for success
Understanding of sales leadership and ability to direct and lead a group of defined sellers to achieve the stated growth objectives within the Enterprise channel
Develops strategy and game plan to exceed identified goals
Focus on the financial metrics that will drive enhanced financial returns and putting forward solutions based on the financial metrics on paths to improvement
Contributes to overall team culture and shares best practice within corporate account group
Pursues a line of collaboration with all levels of the sales organization to create a culture of results orientation amongst the team
Uses logic and data to solve for difficult problems creating effective solutions that drive profitable results
Builds constructive and results orientated relationships internally and externally that become enablers of the growth strategy