Area Manager

Essential Duties and Responsibilities:

• Promote and market the sale of the full range of products that American Paper and Supply Company (APSCO) stocks and markets through other sources of supply, to prospective customers within your area of geographic responsibility.
• Schedule productive/full workdays where the "typical day" starts with being at a customer/prospects' place of business from approximately 8:30AM and ends at approximately 5:00PM or when the last customer/prospect is left and/or "paperwork" is completed.
• Meet/exceed sales/product/new account objectives as identified by sales management team.

• Nurture and expand penetration at existing accounts with additional products (and locations where appropriate), particularly with respect to chemicals & plastic trash can liners.

• Develop and maintain a thorough working knowledge of competitive offerings (dispensers, product and ways of going to market). This would include knowledge of relevant manufacturers' products as well as competitive distributor activity.

• Develop and maintain a thorough understanding and working knowledge of APSCO's complete product offering.

• Submit any required paperwork/reports in a timely, legible, complete, and understandable manner.
• Maintain up-to-date customer information/records within CRM (WPCRM).

• Demonstrate and exercise sound business judgment with respect to pricing, initial dispenser placements (consider product ratios), and dispenser exchanges.

• Present a professional (neat/well-dressed) image with impeccable hygiene in all of your dealings with APSCO customers and prospects.

• Develop and build strong professional (and where possible/appropriate, personal) relationships with key personnel at all "personal contact" customers.

• Become comfortable and proficient with all of the necessary tech tools that APSCo salespeople utilize: CRM, SETVi, SupplySavant (APSCo intranet), TEAMs/Zoom for virtual meetings.
• Remain informed regarding current events, industry trends, and business practices through electronic and/or print media.

• Return all customer/office phone calls within (at least) the same business day that they were left. Phone/email should be checked at least 3-4 times/day.

• Meet or exceed prior year sales by the amount/percentage prescribed at the beginning of each calendar year.
• Participate in training with new AM's if requested.

• Maintain a cooperative and productive working relationship w/APSCO internal personnel.

• Handle all open credit issues in a timely manner (ie. as soon as they are presented to you as issues warranting attention), as needed to assist our A/R team.

Qualifications:

• Bachelor's degree in Business Administration, Sales, Marketing, or a related field (preferred).
• Proven track record of at least 3 years of sales success within the janitorial supply,foodservice supply, or packaging supply distribution industry.
• Solid understanding of sales methodologies/motivation levers, distribution channels, and end-user market dynamics within the sectors we serve.
• Exceptional communication, negotiation, and presentation skills.
• Strategic thinker with the ability to analyze data, identify trends, and make fact-based data-driven decisions.
• Proficiency in CRM software (SalesForce.com in particular), sales analytics tools, and Microsoft Office Suite.
• Proven team player.

Abilities Required:

Driving for prolonged periods of time, sitting, standing, walking, speaking, seeing, hearing, bending, and reaching. Strong organizational skills, effective verbal and written communication (email in particular), and problem-solving abilities. Ability to thrive in a fast-paced and dynamic and challenging environment.

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by individuals in this role. They are not meant to represent an all-inclusive list of responsibilities, duties, and skills required. All personnel may be required to perform duties outside of their normal responsibilities as needed.