Sales Account Manager - Inside

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Title: Sales Account Manager - Inside
Morrisville, PA, US, 19067
Company: Univar USA
Requisition ID: 9136
It starts with great chemistry.
Univar is more than a distribution company ? we're a leading, global partner dedicated to improving quality of life for our customers through the products, expertise, and relationships that serve the world's most essential industries. Founded in 1924, with global headquarters in Downers Grove, IL, Univar generated $8+ billion in sales in 2016 ? securing the #1 market position in North America and the #2 market position in Europe.
Creating great chemistry is not just about the innovative products and services we safely deliver to customers around the world. It also takes people ? people like you ? and today, our worldwide team of more than 8,000 employees is helping build a company where the best people want to work. If you're looking for an experience where your actions will make a positive difference every day, you've come to the right place.
The Inside Sales Account Representative is responsible for building Univar business partnerships and growing sales of existing Univar customers by gaining understanding all aspects of customer's business, utilizing Univar sales processes to uncover and close new business opportunities. This position will utilize effective territory management and business planning capabilities to execute our strategies to maximize sales performance within the assigned geography.
While all of the sales calls are done over the phone, WebEx, or video chat, this is an account executive level sales role, not a support role, and requires a driven self-starter attitude and the ability to work autonomously.
Specific Duties and Responsibilities:
Uses accepted Univar selling processes to yield profitable Delivered Gross Profit growth for Univar USA. Profitably manages all activity within assigned sales territory/roster of accounts to meet profitable growth sales targets.
Communicates with stakeholders within a customer's organization to uncover customer needs, define opportunities and solve problems in an effort to increase business.
Handles sales objections without losing effectiveness - retains focus on closing new business opportunities.
Understands Univar USA's products and services and applications of key products within the industry or geography they manage.
Develops and executes territory and account management plans to drive Delivered Gross Profit growth and meet Univar objectives.
Understands area and industry competitors and their services, limitations and capabilities and shares this information with appropriate individuals.
Proactively maintains technical and competitive market knowledge and understands the implications on customer business. Routinely seeks out solutions and/or new opportunities, and works with customers to educate and secure additional sales.
Conducts effective sales calls and gains commitment from customers to further the sales process. Consistently uses Univar tools and systems to capture data and identify gaps in business.
Performs other related duties as required or requested.
Bachelor's degree from fully accreditted four-year institution preferred or equivalent relevant work experience in a direct full sales cycle environment
Specialized Knowledge/Skills:
Knowledge and experience working with MS Office Suite, with strong Excel skills
Excellent consultative selling skills and financial acumen
Ability to drive performance of assigned sales territory
Professionally persistent in closing new business opportunities
Ability to deal with ambiguity and 'think on their feet' as many answers may need to be formulated or researched while on calls
Strong teamwork and interpersonal skills, with an ability to professionally interact with a diverse blend of personalities maintain strong business partnerships and relationships
Ability to quickly learn Univar's products and procedures related to Univar's internal processes
Knowledge of Univar USA products, services, the industries we serve and our overall capabilities and limitations
Able to professionally and efficiently navigate Univar USA's internal organizational structure
Solid organizational, problem-solving and negotiation skills
Able to learn and become knowledgeable of Univar USA's pricing and marketing strategies
Univar is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on their race, gender, sexual orientation, gender identity, religion, national origin, age, disability, veteran status, or other protected classification.
We offer comprehensive benefits to employees including medical, dental, STD, LTD and life insurance, 401k, generous vacation and sick leave and much more.

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