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Territory Sales Manager-MEDCO Tool

at Essendant

Posted: 10/1/2019
Job Status: Full Time
Job Reference #: 9e64bd6c-a8af-40fc-9edc-4a7ad749b865

Job Description

Major Responsibilities

  • Conducts consultative face to face selling at customer’s place of business.
  • Uses financial acumen to monetize and deliver targeted opportunities with base business and competitive line sales conversions.
  • Targets and converts sales opportunities with LRP impact, closes sales on vendor conversion initatives and develops senior level relationships with principle owners.
  • Conducts sales analysis, both opportunity identification and business loss prevention within reporting tools for assigned accounts.
  • Manages multiple priorities that involve key account conflict resolution for customers and ORS Nasco associates.
  • Promotes effective communication with customers, both internally and externally to customer: bids, quotes, expense completion, competitive information, trade shows, threats and opportunities, sales follow-up.
  • Performs other duties as assigned.


Total Revenue per Territory: $4-12M

Annual Growth Target: 10-15%

Profit/Margin Variance: 1-2% for special pricing 

Skills/Knowledge Required

  • Intermediate collaborative management skills and influential leadership ability.
  • Intermediate analytical ability in order to read and interpret customer financials and sales results.
  • Basic consultative ability to meet and advise customers on strategic and financial objectives to sell/teach the financial acumen of wholesale.
  • Basic to Intermediate computer usage, including Microsoft Suite, along with ISIS.

Education and Experience

  • Minimum 3 years experience in wholesale or industrial markets.
  • Bachelor’s degree or equivalent years of relevant experience.