Account Manager

POSITION TITLE

Account Manager

REPORTING RELATIONSHIPS

This position directly reports to the Director of Sales 

COMPANY OVERVIEW

The S.P. Richards Company is a North American leader in business product wholesale. We equip reseller customers with an expansive inventory of office furniture, business technology products, cleaning and breakroom supplies, copy paper, and printer supplies – virtually everything they need to become the one-stop shop for all of our customers’ needs. In addition, S.P Richards provides a comprehensive offering of value-added sales and marketing programs, leading edge online content and search tools, nationwide distribution capabilities, advanced logistics technology, and sophisticated margin management and data analytics programs to help our customers in today’s competitive business environment. We pride ourselves on our ability and enthusiasm to collaborate with clients to design a customized program to help them achieve their business and operational objectives.

Not many companies doing business today can claim a heritage like ours-- with over 160 years old of business excellence.  While the company is proud of its history, it is also even more excited about its future. Today S. P. Richards Company is a privately held, leading national business products wholesaler that distributes more than 98,000 products to 9,000 resellers and distributors throughout the United States from a network of 44 locations.  Its core U.S. operations offer products and services in four primary product categories, including general office products, technology products and accessories, office furniture and JanSan to national and independent business products resellers and janitorial supply distributors. 

We serve a critical role in the office products industry supply chain:

• Providing resellers with the inventory, logistics, sales, and marketing support they need to support our business customers
• Providing vendor partners with the marketing and distribution expertise that helps promote and sell their products
• Providing the industry system providers with the data and online content and product information necessary to equip mutual customers with tools to operate efficiently and profitably

The company has approximately 1500 employees throughout the United States.     It is owned by a group of industry leaders who envision a new, industry-changing alignment and partnership among manufacturers, wholesalers, and resellers. This represents a shift in the traditional industry supply chain that will eliminate redundant costs and help all partners become more competitive. The company is focused on strengthening its mutually beneficial partnerships and driving long-term, sustainable value creation.  By building a stronger and more competitive distribution business, S.P. Richards is well-positioned to capture greater market share and capitalize on opportunities to create value and help its customers succeed.

We invite you to learn more about our company by visiting 

http://www.sprichards.com

LOCATION

Midwest Greater Area

POSITION IMPACT

The Account Manager will be the lead professional in collaboration with the Director of Sales and the Distribution Center (DC) General Manager to develop a business plan that achieves organizational, sales, and profit goals. The Account Manager will be the top lead for all sales activities in their region, and as such, will be the critical link between a region’s operations and overall strategic planning. You will enjoy a great career path of longevity with this forward-leaning/ established company and provided every resource needed for success! 

FUNCTIONS AND RESPONSIBILITIES

This self-starting “hunter” and “account manager” will have a background that includes strategic/account managing of complex business-to-business solutions to Fortune 500-caliber companies. Must be dynamic, focused, disciplined and have outstanding verbal and written communication skills. This is a highly visible role within S.P. Richards Company with the ability to impact the overall financial performance and long-term growth plans of the Company.

• Be a highly driven and motivated sales professional who has a proven track-record of generating significant conceptual service or physical fixture or graphics-based program revenues

• Be able to quickly form relationships at client and prospect firms, identify areas where S.P. Richards Company programs can add value and articulate (verbally and via presentations/proposals) a profitable engagement relationship

Working from a home office with strong interaction with the local SPR Distribution Center, we seek a successful professional who can manage multiple prospect opportunities and consummate meaningful new retail business resulting in highly profitable long-term S.P. Richards Company relationships by: 

• Identifying and executing business from conversion opportunities on new accounts over a territory of one state; conducting 1-2 face to face meetings per day
• Forecasting territorial revenue, setting goals on individual accounts and opportunities, and delivering on said revenues and goals
• Serving as a consultative partner to all IDC customers on business-related issues specific to SPR and the larger office products industry
• Excellence on all SPR-related activities and products, such as marketing programs, pricing programs, and contract management
• Knowledge of SPR Distribution Center operations and how sales generated by his/her territory associate with a DC Profit and Loss statement
• Competency in all SPR analytical and sales tools in order to effectively manage their territory
• Effectively work with all levels of leadership and management within the Company

Travel Expectations:  1-2 nights per week

PROFESSIONAL

QUALIFICATIONS

The ideal candidate will have 3-5 years sales experience success in selling complex B2B service-based offerings and/ or wholesale office products and services.  Other key qualifications include:

• Strong people skills; executive presence and maturity; experience calling on senior level management 
• Initiative to drive new sales and maintain excellent relationships (50% Client Retention & Growth / 50% New Relationships)
• Excellent Technology Skills in Microsoft Office and CRM systems

PERSONAL CHARACTERISTICS

We seek an energetic and confident leader with a demonstrated track record of success with building great client partnerships and is a great fit into the corporate culture and dedicated to his/ her profession. He/ She must possess good judgement, maturity, and strong work ethic.     The candidate’s personal characteristics should also include:

• Collaborative, bridge builder between client and S. P. Richards Company’s internal subject matter experts

• Focused, disciplined, personable; a highly effective verbal/written communicator
• Experienced interfacing with diverse levels of management and demonstrated client success as “trusted advisor”
• A self-starter personality, driven and purposeful, good judgement with the ability to assess a strong potential lead from a weak/limited one
• Detail oriented with strong follow through
• Strategic with the ability to work with mid and senior-level management at prospective customers
• Organized and systematic

EDUCATION

Bachelor’s Degree from a four-year institution, preferred

COMPENSATION

Our company offers an attractive compensation package that includes a competitive salary commensurate with experience, bonus, and a monthly car allowance.