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ACCOUNT MANAGER

From an operational standpoint, the Account Manager keeps the customer satisfied and is directly responsible for cultivating the company into a more valuable resource for Source1 Purchasing. As these existing customers are vital to the growth and development of the business unit and the company, the Account manager is a vital position for Source1 Purchasing Marketplace and Source1 Purchasing as a whole

Essential Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform the following satisfactorily; other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The Account Manager position is the direct link between the company and the Marketplace customer. It is the responsibility of this position to make sure that the customer remains happy and that any problems that the customer experiences are handled quickly and properly serving as the intermediary between the marketplace customer and the company. This will be accomplished with attention to the following areas:

  • Client Retention – While certain clients will terminate their relationship with Source1 Purchasing Marketplace due to their own organizational or relationship based issue, it is the responsibility of the Account Manager to maintain high customer retention rates and minimize any client cancellation that can be avoided.
  • Selling – As clients state their needs relating to the product and as the Program Developer builds out the revenue offerings of the company, it then becomes the Account Manager’s job to actually get the customers to sign up for the new services. In this they are directly responsible for increasing the revenue per customer within the Source1 Purchasing Marketplace business unit.
  • Customer Satisfaction – As it relates to both customer service and product satisfaction, a lot of the responsibility is placed with the Account Manager. As they are responsible for maintaining a good relationship with their customers, they are also responsible for articulating product issues from the customer to the Operations Department and making sure that those changes are made promptly and efficiently. If the customer requires special assistance or reports, or experiences product or service issues, it is the Account Managers responsibility to follow through until the issue is resolve. This may involve direct resolution or coordinating assistance from other Departments.
  • Internal Data Collection – It is the Account Manager’s duty to insure that the internal customer database (currently salesforce.com) is consistently updated with current account information, documentation of phone calls and other client interaction, and other relevant account details. In some cases, other documentation, such a paper files, may need to be maintained as well. Generation of mass emails and reports out of salesforce.com for use in client communication as well as internal review may be required.
  • Client Portals – As it relates to client communication, the Account Manager is the main point of contact for the Source1 Purchasing Marketplace members. As such, it is the responsibility of the Account Manager to contribute to maintaining and updating the various client based portals as a means of communication to the client groups within Source1 Purchasing Marketplace. The Account Manager is charged with obtaining customer feedback and relaying the appropriate information for various departments (Marketing, Operations, Sales, etc.) for updates. All requests for updates and changes must be communicated to or through the Senior Director of Customer Relations.
  • Issue Resolution – It is a major responsibility of the Account Manager to consistently obtain information from the customers relating to the below-referenced list. Upon obtaining this information, the Account Manager must work with the Operations Department to handle the issues that have been presented.

 

Competencies:

To perform the job successfully, an individual should demonstrate the following:

  • Achievement Focus – Demonstrates persistence and overcomes obstacles. Measures self against standard of excellence. Recognizes and acts on opportunities. Sets and achieves challenging goals. Takes calculated risks to accomplish goals.
  • Adaptability – Accepts criticism and feedback. Adapts to changes in the work environment. Changes approach or method to best fit the situation. Manages competing demands.
  • Communications – Exhibits good listening and comprehension. Expresses ideas and thoughts in written form. Expresses ideas and thoughts verbally. Keeps others adequately informed. Selects and uses appropriate communication methods.
  • Customer Service – Displays courtesy and sensitivity. Manages difficult or emotional customer situations. Meets commitments. Responds promptly to customer needs. Solicits customer feedback to improve service.
  • Problem Solving – Develops alternative solutions. Gathers and analyzes information skillfully. Identifies problems in a timely manner. Resolves problems in early stages. Works well in group problem solving situations.
  • Sales Skills – Achieves sales goals. Initiates new contacts. Maintains customer satisfaction. Maintains records and promptly submits information. Overcomes objections with persuasion and persistence.

 

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Education/ Experience – Associates degree and 3-5 years of experience or an acceptable combination of education and experience.
  • Computer skills – Microsoft office is required. Salesforce preferred but not required.
  • Work Environment – Work is performed primarily from office.
  • Tools and Equipment – Personal computer, copier, and other standard office equipment.
  • Travel – Some travel may be required.
  • Physical Demands – The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Manual dexterity required to use desktop computer and peripherals. The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.
INSIDE SALES REP

The Inside Sales Specialist (ISS) is responsible for selling/enrolling accounts into the Source1 Purchasing Programs through the achievement of opportunity-based sales quotas. The Inside Sales Specialist will reach business targets through excellent telephone sales and communication skills. This individual will also develop his or her phone-based revenue generation through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with existing and potential customers. Integrity, vision, and passion are essential for this role. Develops and maintains favorable relationships with new and existing clients in order to increase revenue.

Essential Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform the following satisfactorily; other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Achieve the revenue and quota responsibility agreed upon with VP of Sales and Business Development.
  • Establish an environment for present as well as future growth. This will involve setting a vision for present and future development and adhere to the business plan developed.
  • Provide selling activities as part of the overall sales plan to include resource development and customer interaction. These activities will all be a part of the overall business plan developed and agreed upon together with the VP of Sales and Business Development.
  • Utilize Source1 internal sales consultative process to sell as well and layout future opportunities.
  • Leads all aspects of the sales process, while calling upon other company sales resources to assist in solution development, proposal delivery, and implementation, as needed.
  • Ensures new customers’ implementation success by managing customers’ expectations and satisfaction with the implementation process.
  • Ensures a seamless transition of customer responsibility to the Dedicated Account Support team following a successful implementation

 

Additional essential functions include:
  • Cold-call prospects that are generated by external sources of lead.
  • Identify decision makers within targeted leads to begin sales process.
  • Penetrate all targeted accounts and radiate sales from within identified client base.
  • Maintain and expand the company’s database of prospects.
  • Ensure follow-up by passing leads to Regional Directors of Business Development with calls-to-action, dates, complete profile information, sources, and so on.
  • Set up and deliver sales presentations, product/service demonstrations, and other sales actions.
  • Where necessary, support marketing efforts such as trade shows, exhibits, and other events.
  • Make outbound follow-up calls to existing customers via telephone and e-mail cross-sell and up-sell.
  • Handle inbound, unsolicited prospect calls and convert them into sales.
  • Overcome objections of prospective customers.
  • Emphasize product/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and/or reports.
  • Coordinate customer training as necessary.
  • Enter new customer data and update changes to existing accounts in the corporate database.
  • Investigate and troubleshoot customer service issues.
  • Attend periodic sales training where applicable.
  • Reports will need to be detailed and given to the VPBD on a regular basis via use of Source1 Purchasing’s Salesforce system.
  • Track and present monthly forecasts and production by lead sources for sales function.
  • Provide sales reporting analysis, metrics and for sales and productivity as requested.
  • Maintains and updates contact information in our Salesforce Customer Relationship Management system, weekly and monthly. All prospects leads must be reviewed and prioritized weekly.
  • Appropriately communicate brand identity and corporate position.
  • Structured, campaign-based approach to identifying, qualifying and advancing lead groups.

 

Competencies:

To perform the job successfully, an individual should demonstrate the following:

  • Achievement Focus – Demonstrates persistence and overcomes obstacles. Measures self against standard of excellence. Recognizes and acts on opportunities. Sets and achieves challenging goals. Takes calculated risks to accomplish goals.
  • Adaptability – Accepts criticism and feedback. Adapts to changes in the work environment. Changes approach or method to best fit the situation. Manages competing demands.
  • Communications – Exhibits good listening and comprehension. Expresses ideas and thoughts in written form. Expresses ideas and thoughts verbally. Keeps others adequately informed. Selects and uses appropriate communication methods.
  • Customer Service – Displays courtesy and sensitivity. Manages difficult or emotional customer situations. Meets commitments. Responds promptly to customer needs. Solicits customer feedback to improve service.
  • Problem Solving – Develops alternative solutions. Gathers and analyzes information skillfully. Identifies problems in a timely manner. Resolves problems in early stages. Works well in group problem solving situations.
  • Sales Skills – Achieves sales goals. Initiates new contacts. Maintains customer satisfaction. Maintains records and promptly submits information. Overcomes objections with persuasion and persistence.

 

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Education/ Experience – Bachelor’s degree in Computer Science, Marketing, or an acceptable combination of education and experience. A minimum of 2 to 3 years of direct work experience in a sales or telesales capacity.

Requirements:

  • Ability to convert prospects and close deals while maintaining established sales quotas.
  • Solid experience in opportunity qualification, pre-call planning, call control, account development, and time management.
  • Success in qualifying opportunities involving multiple key decision makers.
  • Strong problem identification and objection resolution skills. Able to build and maintain lasting relationships with customers.
  • Excellent listening skills.
  • Strong written communication skills.
  • Self-motivated, with high energy and an engaging level of enthusiasm.
  • Ability to occasionally travel and attend sales events or exhibits.
  • Required to use Source1 Purchasing’s training, sales and marketing materials with all leads placed in Source1 Purchasing Salesforce in order for the company to track leads, opportunities and account enrollment’s through the sales follow up and on-boarding process.
  • Employee must comply with all Source1 Purchasing’s Core Values and Program Standards, Reporting, policies identified in the Source1 Purchasing Handbook.
  • Ability to attend and conduct presentations.

Organizational alignment:

  • Reports to the VP of Sales and Business Development
  • Transitions new accounts to the dedicated Customer Account Support team
  • Works with Customer Account Support Team to ensure customer satisfaction and service resolution objectives are met.
  • Work Environment – Work is performed primarily from office.
  • Tools and Equipment – Personal computer, copier, and other standard office equipment
  • Travel – Some travel may be required.
  • Physical Demands – The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Manual dexterity required to use desktop computer and peripherals.
REGIONAL SALES MANAGER

The Regional Sales Manager (RSM) has the strategic function of developing sales in an assigned geographic area (or sales territory) for Source 1 Purchasing.
This leadership position is accountable for achieving the sales and profitability goals within the assigned territory and is further responsible for market development and relationship management of the Sysco “Go Fishing” reseller program.
To build business, the RSM will forge special relationships with our company’s strategic partners (Sysco and Entegra) and build greater market share and grow loyalty to our company

Essential Duties and Responsibilities:
  • Provide sales and relationship building for Source1 Purchasing’s internal and external customers in all assigned tasks, while upholding our values at all times: inclusive of constructive problem solving, facilitating creative improvements, and inspiring others.
  • Achieves the region’s revenue and profitability quotas for Source1 Purchasing programs as they are introduced into all customer segments within the region. Establishes an environment and foundation for future sales growth.
  • Provides the selling activities within the region, inclusive of resource deployment and customer interactions. Prioritizes effectively and in accordance with corporate objectives.
  • Efficiently manages the region’s hospitality, lodging, leisure and food service market campaigns. Works in conjunction with the Marketing and Operations teams to ensure growth in theses key account segments.
  • Sets the vision for the region and develops and adheres to a business plan to attain this vision.
  • Evaluate market trends and gather competitive information, identify trends that effect current and future growth of regional sales and profitability. Disseminate information to corporate marketing and sales operations.
  • Develop and implement OPCO programs and “7 steps to Success”, schedule and introduce presentations
  • Attend first appointment meetings with potential clients and Sysco account executives to assist in sales effort
  • Work with executives to formulate sales production objectives meeting the company’s business plan
  • Participates in large account selling, cold calling, managing sales funnels, new business generation and prospecting
  • Utilize Salesforce sales management system

 

Competencies:

To perform the job successfully, an individual should demonstrate the following.

  • Achievement Focus – Demonstrates persistence and overcomes obstacles. Measures self against standard of excellence. Recognizes and acts on opportunities. Sets and achieves challenging goals. Takes calculated risks to accomplish goals.
  • Adaptability – Accepts criticism and feedback. Adapts to changes in the work environment. Changes approach or method to best fit the situation. Manages competing demands.
  • Communications – Exhibits good listening and comprehension. Expresses ideas and thoughts in written form. Expresses ideas and thoughts verbally. Keeps others adequately informed. Selects and uses appropriate communication methods.
  • Customer Service – Displays courtesy and sensitivity. Manages difficult or emotional customer situations. Meets commitments. Responds promptly to customer needs. Solicits customer feedback to improve service.
  • Problem Solving – Develops alternative solutions. Gathers and analyzes information skillfully. Identifies problems in a timely manner. Resolves problems in early stages. Works well in group problem solving situations.
  • Sales Skills – Achieves sales goals. Initiates new contacts. Maintains customer satisfaction. Maintains records and promptly submits information. Overcomes objections with persuasion and persistence.

 

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Qualifications:

  • Proven self-starter and goal orientated professional.Relationship selling experience with ability to facilitate partners in combined effort.
  • Working knowledge of hospitality, lodging and food service market segments within an assigned sales territory.
  • Demonstrated record of achievement in a prior sales position.
  • Strong closing skills. Prior attendance at formal sales training courses a plus.
  • Proven oral, written, telephone and presentation skills. Strong interpersonal skills.
  • Ability to learn and retain product specific information and utilize to emulate the features and benefits to customers.
  • Excellent relationship management skills.
  • Effective interpersonal verbal and written communication skills.
  • Organization, time management, and prioritization skills.
  • Energetic and engaging, flexible and adaptable.
  • Solutions-oriented with a competitive drive.
  • Technically savvy with tools to create and deliver effective training program.
  • Proficiency in marketing, promotion and sales processes.
  • In-depth knowledge of products on the market.

 

  • Education/Experience – Bachelor’s degree in business (preferred) and three years senior sales experience; or, Associates Degree in above mention fields of study supported by 5 years of sales experience
  • Work Environment – Hours may vary and will require evening and weekend work depending on business needs and will require working overtime. Work usually performed in a home office environment or customer setting.
  • Tools and Equipment – Proficient in using Word, PowerPoint, and Excel. Willing to learn Access and Salesforce.
  • Travel – Ability to travel as required by role (up to 75% of the time).
  • Physical Demands – The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.