What are the responsibilities and job description for the JanSan Account Manager position at S.P. Richards Company?
Summary: Under the direction of the Senior Director of Sales - (JanSan/Breakroom/Safety) category and in total alignment with the Senior Vice-President, the JS AM function is to onboard and drive new business in the independent JanSan distributor channel.
The candidate will work collaboratively with the Sr. Director of Sales and the Regional Sales Manager in developing a business plan that will set out to achieve the mutually agreed upon sales and profit goals of their respective territory. The JS AM will be held accountable for all sales activities that fall under his/her region including, but not limited to: Soliciting new account opportunities, maintaining existing customer relationships, and increasing share of wallet within existing accounts.
The JS AM will sell, support, promote, train, and otherwise further the strategic direction and drive profitable growth of the category within the distributor channel. Activities would include conducting training classes/sales meetings, targeted end user selling with a Distributor rep or owner, assistance in converting business, and ownership of the overall vitality and health of the category. The successful candidate will possess a thorough understanding of the Jan San business channel, with appropriate product knowledge, understanding of business processes, organizational concepts, and a solid ability to communicate effectively both orally and in writing. Must possess strong public speaking and presentation skills. Must possess above average organizational skills and the ability to work with all levels of the organization as well as with manufacturers and resellers. Utilizes independent judgment, discretion, and works with total alignment to both HQ and in sync with the Divisions, RSM, BDM, and DCM's goals in regards to growing both top and bottom line results.
Essential Duties and Responsibilities include, but are not limited to (other duties may be assigned):
- Maintain and keep in good standing all relationships with accounts in his/her territory.
- Identify and solicit business from new JanSan Distributor Accounts
- Responsible for forecasting revenue in his/her territory, goal setting on individual accounts and opportunities, and delivering on those revenues and goals.
- Serves as a consultative partner to all JanSan Distributor customers on business related issues both specific to SPR and the JanSan industry as a whole.
- Expected to become an expert on all things related to SPR including, but not limited to; marketing programs, pricing programs, operational procedures, and contract management.
- Must have a basic working knowledge of SPR DC operations and how sales generated by his/her territory associate with a DC Profit and Loss statement.
- Gain full competency of all SPR analytical and sales tools in order to effectively manage territory.
- Works effectively with all levels of leadership and management within SPR, including SVP JanSan, Directors of Sales, DC Managers, BDMs, and Customer Service team.
- As approved by the Senior Director of Sales and the Senior Vice President, attends industry events and represents the company and promotes the JanSan program and category
- Assists in Developing, executing, managing and enhancing JanSan related programs and services
- Lead role in executing distributor training initiatives, solicits participation from manufacturers, and works with internal personnel to host distributor events
- As approved by Director of Sales and the Vice President, attends industry events and represents the company and promotes SPR to the distributor community via presentations, outside sales calls, and booths/tabletop shows
- Will provide market feedback and data to support pricing recommendations, contract management, and margin enhancement
- Will recommend to the business the creation of marketing materials, flyers, product information sheets, and any other presentation and related marketing materials to ensure the overall marketing message for the category is represented and complete
- Performs research applicable to the JanSan Category including competitive programs and product offerings, market studies, benchmarking, and cross references
- Other duties as assigned
- Our company offers an attractive compensation package that includes a competitive salary commensurate with experience, bonus, and a monthly car allowance.
WE HAVE STRINGENT DRIVING STANDARDS FOR ALL POTENTIAL EMPLOYEES DRIVING COMPANY VEHICLES.
To perform this job successfully, an individual must meet the minimum qualifications outlined above and be able to excel in the performance criteria of each essential duty as defined, and further identified and communicated separately. The requirements listed below are representative, but not limited to, of the knowledge, skill, and/or ability required to perform in this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience: Bachelor's degree (BA.) from four-year College or university; 5-15 years related experience in the Jan San and appropriate distribution channels.
Language Ability: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Math Ability: Ability to calculate figures and amounts such as discounts, interest, mark-up, margin, proportions, percentages, etc. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Computer Skills: High skill level of computer proficiency in all Microsoft applications including Word, Excel, PowerPoint and Access. Working knowledge of the Internet, related software and E-mail.
50% to 75% travel is required.