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Strategically plans for key Enterprise Accounts through management of the sales process: understanding customer strategies and decision-making processes, forecasting new business, managing the sales funnel/following through in order to gain more business and maintain customer relationships
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Key point of contact for Enterprise Accounts (key major accounts who spend over $300,000 per year and/or have a contract with SPP, and have both program and special order business requirements)
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Works with Strategic Account Manager, Team Sales Rep(s) and Special Order Team to facilitate all incoming quote requests over $10,000 for Enterprise Accounts (key major accounts who spend over $300,000 per year and/or have a contract with SPP, and have both program and special order business requirements)
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Oversees all Enterprise and Non-Enterprise Account quote requests under $10,000, which are fulfilled via the Special Order Team (ex: product sourcing, quote, order-entry, delivery.)
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Oversees quote-accuracy from Special Order Team and Team Sales Rep(s) on opportunities over $10,000 (checking quote information, products, vendors, margin)
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Completes request-for-quote form to submit quote requests to Special Order Team
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Brings all client quote requests/opportunities over $10,000 to the attention of the Strategic Account Manager and Regional Sales Manager
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Brings all client quote requests/opportunities over $50,000 to the attention of the Strategic Account Manager, Regional Sales Manager and National Director of Sales
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Develops and maintains the client plan for all contracted clients assigned to them by the Strategic Account Manager
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Ensures margin is at plan for each client and across the team
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Measures and shares success against the client plan through the fiscal year
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Ensures SPP is within contracted inventory levels for key program clients
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Maintains knowledge of client contracts and keeps them current with support from Strategic Account Manager and Regional Sales Manager
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Manages account profitability and discusses the results with the team and with the customer upon request
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Manages relationship with team’s contracted accounts
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Ensures customer satisfaction by working with members of the sales team as well as members of sales support teams across the business
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Acts as a proxy for the client internally at SPP when interacting with all program and Special Order teams
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Collaborates with the program team to manage all aspects of the program business
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Works with Special Order Team to ensure that all Special Order orders are placed and delivered according to the customer requirements
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Ensures customers have complete satisfaction with their Staples experience
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Responds immediately to inquiries, issues and customer complaints
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Acts as a liaison between SPP and customers with regards to invoicing and service concerns
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Proactively reaches out to past customers to market new products, services, and generate sales
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Builds and maintains trust with a customer by fulfilling commitments and handling issues in order to gain a high level of customer satisfaction
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Increases sales within existing customer base through proactive activities such as customer visits, calls, marketing, delivery of exceptional customer service, developing an awareness of customer requirements/preferences and changes in the local market, competitors and industry
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Secures new accounts through networking and prospecting
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Increases sales by staying current with new products and trends as well as
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Develops documents and implements marketing strategies to penetrate client base, retain accounts and increase revenue
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Researches trending product options and works with Special Order Team to ensure maximum profit and market competitiveness on quotes
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Hosts/attends team meetings
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Provides team coverage as requested by manager
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Other duties as assigned