Strategic Account Executive - Publishing Services

RR Donnelley•Laguna Hills, CA

6h•$50,000 - $150,000•Hybrid

About The Position

As a Strategic Account Executive for the Publishing Services Sales team, you will enhance the company's position and reputation by properly servicing and corresponding with all assigned and new accounts in a dependable and timely manner. Engage in up-sell opportunities on current and future customer projects. Identify and sell RRD Publishing Services capabilities to existing accounts in order to expand service offerings, as well as new accounts. Manage customer inquiries regarding customer orders in process and future orders pending. Enhance customer relationship by working closely with customer on the development of targeted solutions and new business opportunities. This is a hybrid position and is located in the Western United States. As part of the Publishing Services Sales Team, performs core-selling activities, including sales call preparation, pricing, presentation, execution of sales calls, and post-call analysis and reporting. Ensures customer satisfaction with selling efforts before, during, and after each sales campaign. Develops and maintains sales plans. Participates in service recovery planning, decision making as required and facilitates execution of service recovery action and follow-up as needed. With Vice President of Sales, manages cross-functional and cross-business account activities. Researches and understands customer’s value chain and business dynamics. Achieves sales and expense budget goals. Performs other related duties and participates in special projects as assigned. Responsible for the account management activities during and after the sale. Respond to customer requests and inquiries regarding current and future work. Resolve issues that may arise during production of customer products. Assist in the implementation and execution of products and services. Consult with customers to understand business issues and goals, and works with customer to develop improved solutions to business needs. Engage customers in up-sell opportunities to expand on current projects and up sell company capabilities for new business opportunity. Act as the lead on customer sales calls to assist in securing new business opportunity and expand product offerings to customers. Maintain accurate, complete, up-to-date customer files, in addition to detailed account history. Prepare and submit sales reports and documentation regarding results, opportunities and challenges in the sales territory. Analyze reports and data to identify revenue and cost containment opportunities. Develop and prepare sales product presentations for use on up-sell opportunity for the accounts managed and assist with the development of sales collateral for new business opportunities. Assist in the preparation of RFPs and RFQs on the accounts managed. Maintain up to date knowledge of industry trends, new products, specifications, competitor strengths and weaknesses and communicates new information to Vice President of Sales. May be involved in specific customer projects as assigned by Vice President of Sales. International travel may be required (less than 25%). Performs other related duties and participates in special projects as assigned.

Requirements

Masters degree with 7+ years experience OR Bachelor degree in discipline related to functional work or role with 8-10 years of relevant work experience OR demonstrated ability to meet the job requirements through a comparable number of years of applicable work experience.
Able to consistently contribute effort, leadership, and creative thinking to solving complex and significant problems in a collaborative fashion.
Must be able to demonstrate an ability to work concurrently on multiple complex and sometimes ambiguous problems.
Able to communicate complex concepts, problems and solutions clearly and effectively to all levels within the organization.
Demonstrated ability to perform at the highest level of proficiency in utilizing tools and applications to complete assignments.
Able to work on special projects to enhance internal system functionality from the operational business perspective.
Requires excellent communication skills with all levels of audience.
Able to structure messages in keeping with listener’s experience, background and expectations.
Able to adapt communication style and use terms, examples, and analogies that are meaningful to the listener.
Able to communicate in an effective and approachable style that engages others and builds credibility.
Able to provide rationale when delivering complex or challenging information.
Able to determine the most appropriate medium when conveying information to large groups or to reinforce a message.
Able to understand the impact of communications on the organization or customer, including any legal/regulatory implications.

Responsibilities

Enhance the company's position and reputation by properly servicing and corresponding with all assigned and new accounts in a dependable and timely manner.
Engage in up-sell opportunities on current and future customer projects.
Identify and sell RRD Publishing Services capabilities to existing accounts in order to expand service offerings, as well as new accounts.
Manage customer inquiries regarding customer orders in process and future orders pending.
Enhance customer relationship by working closely with customer on the development of targeted solutions and new business opportunities.
Performs core-selling activities, including sales call preparation, pricing, presentation, execution of sales calls, and post-call analysis and reporting.
Ensures customer satisfaction with selling efforts before, during, and after each sales campaign.
Develops and maintains sales plans.
Participates in service recovery planning, decision making as required and facilitates execution of service recovery action and follow-up as needed.
With Vice President of Sales, manages cross-functional and cross-business account activities.
Researches and understands customer’s value chain and business dynamics.
Achieves sales and expense budget goals.
Performs other related duties and participates in special projects as assigned.
Responsible for the account management activities during and after the sale.
Respond to customer requests and inquiries regarding current and future work.
Resolve issues that may arise during production of customer products.
Assist in the implementation and execution of products and services.
Consult with customers to understand business issues and goals, and works with customer to develop improved solutions to business needs.
Engage customers in up-sell opportunities to expand on current projects and up sell company capabilities for new business opportunity.
Act as the lead on customer sales calls to assist in securing new business opportunity and expand product offerings to customers.
Maintain accurate, complete, up-to-date customer files, in addition to detailed account history.
Prepare and submit sales reports and documentation regarding results, opportunities and challenges in the sales territory.
Analyze reports and data to identify revenue and cost containment opportunities.
Develop and prepare sales product presentations for use on up-sell opportunity for the accounts managed and assist with the development of sales collateral for new business opportunities.
Assist in the preparation of RFPs and RFQs on the accounts managed.
Maintain up to date knowledge of industry trends, new products, specifications, competitor strengths and weaknesses and communicates new information to Vice President of Sales.
May be involved in specific customer projects as assigned by Vice President of Sales.