Essandant - Beyond Essential



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Job Details

Requisition Number 17-1478
Title Key Account Representative 1
City Orchard Park
State NY
Zip Code 14075

Primary Purpose

This position is responsible for building and maintaining positive relationships with assigned targeted accounts to maximize penetration of retail products across the Food & Drug, eCommerce, and Photo Specialty channels.  Responsible for promoting the Essendant value proposition and working closely with Field Account Managers to support the Field.

Primary Responsibilities

  • Supports the sales growth of high profile, high volume retail accounts by promoting all available marketing programs.
  • Maintains a positive customer relationship to ensure continued business and profitability.
  • Educates customers on retail product features and selling techniques; creates new business opportunities and expands current product mix.
  • Analyzes sales market to define growth opportunities; assists product management with new product/vendor opportunities.
  • Provides incoming call support and order entry for sales.
  • Analyzes trends including customer consolidation, changes in technology and product; evaluates competitor strengths/weaknesses to gain market share.
  • Develops sales forecasts by customer segment.  Establishes pricing strategies to generate sales and margin improvement.
  • Creates and delivers presentations to retailers by phone and occasionally in person.
  • Understands and demonstrates Essendant’s Core Values.
  • Performs other duties as assigned.


  • Ability to negotiate with customer management
  • Excellent written and verbal communication skills
  • Ability to present to and conduct meetings with mid- and senior-level customer management.
  • Knowledge of effective sales techniques.
  • Ability to explain technical information in an easy-to-understand, non-technical manner.
  • Strong analytical skills with ability to perform P&L analysis for existing and potential business.
  • Solid product knowledge and the ability to distill and exploit competitive intelligence.
  • MS Office proficiency (especially Word, Excel, PowerPoint).


  • Bachelor’s Degree in business, marketing or related discipline required.
  • Minimum three (3) years industry sales experience including at least one (1) year in a management capacity.
  • Sales and/or operational retail experience preferred

At Essendant Inc., it is our intention to be the fastest and most convenient solution for workplace essentials. To do this, we need exceptionally talented, bright, innovative and driven employees. If you would like to be part of the team that helps unlock the potential of our customer-partners and those they serve, this is your chance to be involved. Essendant Inc. is a leading national wholesale distributor of workplace essentials, with consolidated net sales of $5.3 billion.  Essendant stocks a broad assortment of over 160,000 products, including technology products, traditional office products, office furniture, janitorial and breakroom supplies, industrial supplies, and automotive aftermarket tools and equipment.

We offer an exciting and challenging environment that encourages independent thinking, problem solving, and growth. We believe in giving back to our communities as well as others in need. We embrace diversity and believe our employees create a sustainable competitive advantage.  We adhere to the high standards of Our Guiding Actions and Our Values.

  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
  • Please view Equal Employment Opportunity Posters provided by OFCCP here.
  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
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Essendant and its subsidiaries requires both I-9 completion and E-verify confirmation within 72 hours of a new hire's employment start date to certify legal eligibility to work in the US.

Essendant and its subsidiaries prohibits unlawful or improper presence or use of controlled substances or alcohol in the workplace.

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