Strategic Accounts Professional

Veritiv•Livonia, MI

20h

About The Position

The Strategic Accounts Professional builds and maintains relationships with stakeholders at strategic and key account customer and prospect sites, demonstrating the value Veritiv brings. The role develops new business, maintains customer relationships, provides customer-specific solutions, and meets established sales growth targets. It calls for a competitive, motivated salesperson able to drive growth through team selling, innovative problem-solving, and strategic thought leadership. The position works in collaboration with Strategic / Key Account Managers to grow accounts and identify opportunities, implement new sites and offerings, understand industry and supplier developments, and develop customer-facing presentations and business reviews. It also uses CRM and other sales tools to support account planning, represents Veritiv at business events, and helps resolve customer inquiries and complaints. The role requires 25% travel and includes computer-based office work as well as visits to customers, suppliers, and meetings.

Requirements

10+ years of successful sales experience; territory sales or account management experience preferred.
10–15 years of related job experience.
Ability to manage multiple projects, work under pressure, and adapt to sudden changes in the work environment.
Ability to work quickly and efficiently.
Basic experience with simple office/operational systems.
Excellent verbal, written, interpersonal, and diplomacy skills.
Experience interpreting strategy and policy to set and deliver objectives.
Experience planning, managing, and organizing resources within short- and medium-term timescales within an overall policy framework.
Strong customer service skills, including being friendly, courteous, and helpful.
Strong planning and organization skills.
Ability to manage a customized sales cycle to provide solutions to clients.
Effective presentation skills to establish credibility and influence decisions.
Executive presence in customer-facing and internal settings.
Bachelor's degree preferred.
Ability to perform computer work involving continuous use of fingers, hands, and wrists and to sit for long periods.
Ability to frequently lift and/or move up to 10 pounds.

Nice To Haves

Experience and knowledge in packaging.
Territory sales or account management experience.
Strong understanding of or experience with a large, national distribution organization.
Experience with Salesforce.com or another CRM.

Responsibilities

Manage and grow relationships to drive expansion in accordance with the account strategy defined by the Strategic / Key Account Manager.
Proactively identify new opportunities and support strategy creation in collaboration with the Strategic / Key Account Manager.
Ensure effective implementation of new sites, products, and value-added services.
Apply knowledge of Packaging/Facility Solutions industry trends to support sales growth in alignment with strategy.
Understand the supplier landscape and innovations to guide customer-specific solutions.
Develop and deliver custom presentations and business reviews on Veritiv solutions that could affect customer growth opportunities.
Use the Customer Relationship Manager (CRM) to schedule follow-up actions and record relevant information from customer interactions.
Build a professional network and represent the organization at business sector events to enhance the company brand.
Serve as an escalation point for customer inquiries and complaints and proactively work toward timely resolutions.
Leverage sales technology and tools to meet strategic account planning objectives and maximize customer and segment growth potential.
Participate in training and development programs to enhance sales competencies and ability to generate profitable customer and segment growth.
Perform other duties as assigned.

Benefits

Medical, dental, and vision healthcare benefits.
Health savings account.
Life, AD&D, and disability insurance.
401(k).
Paid time off.
Tuition reimbursement.
Employee assistance program.
Other fringe benefits.
Employee Resource Groups and Veritiv Cultural Alliance.
Recognition platform.
Training opportunities, professional development programs, career pathing, and mentorship opportunities.