Experience:
5+ years of experience
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Employment Type:
Full time
Posted:
10/25/2018
Job Category:
Sales
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Strategic Account Manager
Sax Arts & Crafts | Slc, Utah
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Job Description

Are you ready to make a difference?

School Specialty is dedicated to changing education for the better. That means working closely with educators, sharing experience, and traveling into unchartered territories together. Are you ready to join us on the journey?

We are looking for a Strategic Account Manager in the Salt Lake City UT area. As the team lead of the strategic territory team, the Strategic Account Manager ("SAM") assists in building deep partnerships across district departments and uncovering new opportunities for team members (CSM, SME's, Inside Sales, etc.). Collaborates with the team members including specialists to meet or exceed sales objectives for strategic accounts in the territory. Focusing on achieving balanced growth across all strategic product categories within School Specialty's 21st Century Safe School value proposition. The role involves consultative selling to execute strategy and increase market penetration. The SAM will optimize knowledge of School Specialty's offerings and understand financial impact of decisions. The SAM is expected to build and foster collaboration within Team Selling to drive sales. Accountable to meet or exceed team forecast.

We are looking for highly motivated sales professionals that want to be part of a winning team. We give you the opportunity to work at a company where you can contribute, grow, and make your own path to success. The rest is up to you.

This is a fast-paced environment. We are looking for a fearless competitor with a sales hunter mentality to achieve sales goals within a specified accounts. We seek a high energy professional with integrity who expects to win. You will also:

Essential Functions

Implement the sales plan for an assigned set of strategic customers that will consist of approximately 75-150 public school districts, each with an enrollment greater than 5,000 students ("Strategic Accounts").
For each of the Strategic Accounts, will lead the development and maintenance of a Strategic Account Business Plan based on relevant information gathered on the district to include among other things, purchasing behaviors, competitive dynamics, district priorities, legislative impact, and budgetary factors.
This role will be expected to lead a coordinated Team Sell strategy in furtherance of the Strategic Account Plan objectives. The Team Sell strategy will include engagement with Inside Sales Representatives and Strategic Account Sales Representatives, and where applicable Category Sales Specialists: Early Childhood, STEAM, Safety & Security, Instruction & Intervention, Student Planners and Learning Environments.
The role will lead in developing Strategic Account Plans, containing specific objectives for each of the Strategic Product Categories within the Company's overall 21st Century Safe School value proposition. The objectives will take into consideration the current level of business with the customer and the estimated overall opportunity for the customer based on a spend per student penetration analysis maintained by the Company.
Understand and promote the School Specialty 21st Century Safe School value proposition thru insight, design and implementation or modification of current plans that provide value to the customer and lead to sales. Utilizing the breadth and depth of SSI's full product offerings to grow and penetrate accounts by utilizing SSI Category Specialists and vendor representatives.
Understand complexity of customer account. Participate in the design and implementation of a business strategy to address their pain points that will grow the account. This role is expected to develop and maintain relationships with various levels of contacts within the respective Strategic Account from the administrative staff and purchasing personnel to school Principals, Superintendents and School Board members.
Maximize effectiveness through the use of tools and resources (Stratum & OneForce) to focus efforts on driving business and addressing white space opportunities. The role is required to fully utilize the Company's customized version of Salesforce.com, referred to internally as OneForce.
The role will be expected to manage a travel & entertainment budget and budgets related to other business expenses, such as: samples and trade show / conferences related costs. All of which will done to ensure alignment with corporate strategy and budget.
This role will be required to successfully complete ongoing proficiency and professional development training. This training will consist of various applicable topics and include spending time in the fulfillment centers and within other departments to better understand the operational flow of the organization and other support functions.

Minimum Required Qualifications

5-7 years successful outside sales experience required
Acceptable driving record, valid driver's license and insurance in a program compliant automobile

Preferred Knowledge and Skills

4-year college degree (Business, Marketing or Education preferred) or equivalent work experience
Proficiency in Microsoft Office Suite with an emphasis on Excel
Proficiency in the use of CRM (e.g., SalesForce.com)
Sales Process Skills - time management, territory management, financial management and question and probing skills.

Builds networks including social media

Core Leadership Competencies

Thought Leadership Skills

Business Insight - Applying knowledge of business and the marketplace to advance the organization's goals.
Customer Focus - Building strong customer relationships and delivering customer-centric solutions.
Financial Acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.
Manages Complexity - Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Decision Quality - Making good and timely decisions that keep the organization moving forward.
Strategic Mindset -Seeing ahead to future possibilities and translating them into breakthrough strategies.

Results Leadership Skills

Resourcefulness - Securing and deploying resources effectively and efficiently.
Plans and Aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
Ensures Accountability - Holding self and others accountable to meet commitments.
Drives Results - Consistently achieving results, even under tough circumstances.

People Leadership Skills

Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
Drives Vision and Purpose - Painting a compelling picture of the vision and strategy that motivates others to action.

Self Leadership Skills

Courage - Stepping up to address difficult issues, saying what needs to be said.
Being Resilient - Rebounding from setbacks and adversity when facing difficult situations.

Physical and Mental Demands

While performing the duties of this job, the employee is frequently required to sit, hear, use hands to type data, use a personal computer and telephone. This employee will frequently operate a vehicle and occasionally operate business machines. Specific vision abilities required in this job include close vision and the ability to adjust focus. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
Mental demands include multi-tasking, decision making, problem solving, comparing, copying, computing, compiling, analyzing, coordinating, and synthesizing data.

Safety is every employee's first responsibility. We expect our employees to adhere to all safety practices, have the moral courage to stop other individuals from performing unsafe acts, and immediately report unsafe conditions.

Travel Requirements

Ability to travel 80% of time within territory, may include overnight travel.

Change is part of our daily routine, which means you have the chance to leverage your creativity and imagination every day. You'll be encouraged to push the envelope, to lead through action, and to innovate regardless of your role. We're shooting for nothing short of greatness. These aren't just words, this is how we work. Are you up for it?

We're determined to positively impact the future, one child at a time. If you share our passion, we need to talk.

Imagine what we could do together.

All candidates must apply online at www.schoolspecialty.com/careers

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
School Specialty, Inc. is a Drug Free Workplace. All applicants are subject to a drug screen and background check as a condition of employment.
EEO/AA including Vets and Disabled
If you need a reasonable accommodation for any part of the employment process, please contact us by email at Opportunities@SchoolSpecialty.com and let us know the nature of your request and your contact information.

About Sax Arts & Crafts

Since 1945, Sax has been the trusted supplier of art & craft materials & equipment for schools, institutions and creative individuals. Our 600-page catalog contains nearly 10,000 items -- from the everyday basics to unique, hard-to-find specialty products. Over 1000 manufacturers are represented, including all the leading brands plus high-quality, economically-priced private label paints, brushes, inks, clays, glazes and much more for convenient one-stop shopping. In addition to offering the widest and best selection of new and exciting art materials, we are committed to providing outstanding customer-oriented service and actively seek out opportunities to assist the art education process. Our knowledgeable staff, which includes several former art educators, will expertly advise you on the selection & use of products and answer your most technical art questions. We look forward to serving you!

This company profile was created by AfterCollege and is about Sax Arts & Crafts. This page is not endorsed by or affiliated with Sax Arts & Crafts. For questions regarding company profiles, please email: care@aftercollege.com.