Strategic Account Associate-Michigan
1 month ago
Description
People Passion Purpose
Everything School Specialty offers is designed for one purpose – to help students succeed. We believe every student can flourish in an environment where they feel safe and inspired to explore and grow.
We’re Determined To Positively Impact The Future, One Child At a Time. We Need To Talk If You Share Our Passion
Transforming more than classrooms.
Benefits
School Specialty offers Medical, Dental, & Vision plans (Effective Day 1), Wellness programs, Health Savings Accounts, Flexible Spending Accounts, 401 (k), Unlimited PTO for Salaried Exempt employees, which can also be used for dedicated volunteer hours, Education Reimbursement, Paid Holidays, Fall & Winter Flexible Hours, Employee Discounts and much more
Strategic Account Representative
Strategic Account Associate ("SAA") position is located out of candidates home office, and will be supporting the Michigan markets.
As a member of the strategic territory team, the Strategic Account Associate (“SAA”) assists in building partnerships across all district departments and uncovering new opportunities for team members (CSM, SME’s, Inside Sales, etc.). Collaborates with the Strategic Account Manager 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 SAA will optimize knowledge of School Specialty’s offerings and understand financial impact of their decisions. The SAA is expected to build and foster collaboration within the team selling environment to drive sales.
Salary targeted range is $42K-$60K Annually + quarterly commission incentive.
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 assist in the development and maintenance a Strategic Account 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.
The role will assist 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.
It is expected to actively participate in 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 where applicable, and also with Category Sales Specialists in areas, such as: Early Childhood, STEAM, Instruction & Intervention, Student Planners and Learning Environments.
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.
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 Experience Requirements
0-3 years successful outside sales experience required
Acceptable driving record, valid driver’s license and insurance in a program compliant automobile
Ability to travel 80% of time within territory, may include overnight travel.
Must live in Michigan.
Preferred Knowledge and Skills
Junior College or college degree (Business, Marketing or Education preferred)
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
Disclaimers
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, LLC. is a Drug Free Workplace. All applicants are subject to a drug screen and background check as a condition of employment.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.
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.
Salary Grade: C10
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