Position:  INCOM Account Executive
Location:  Fort Wayne, IN
Job Id:  664
# of Openings:  1

Industrial / Commercial Account Executive
Level                            Salaried
Division / Department    Sales and Business Development / INCOM
Reports to                    Industrial / Commercial Conversion Manager      
Reporting to position     None
Travel                           2 markets per year, and as needed basis to member and vendor locations.
Description                   This position is responsible for servicing INCOM Distributor Supply members in a specific sales / bid / quote role.  Responsibilities include negotiating pricing programs for INCOM members and bringing market information and new product opportunities to dealers.  Some travel to existing members, prospective members, vendor partners and industrial trade shows.
  • Increasing member purchases with vendor partners
  • Increasing member purchases through Do it Best Corp. distribution
  • Negotiating with vendor partners to ensure maximum member profitability and competitiveness on bids and quotes.
  • Representing Do it Best Corp and INCOM at markets and member locations
  • Attending meetings at member and/or vendor locations as required.
  • Staying current on market trends, skills, and product knowledge
  • Various projects as assigned by I/C Conversion manager and Director of INCOM.
Education and Experience
  • Bachelor’s degree or equivalent work experience.
  • Prior sales experience
  • Industrial / Commercial / MRO experience and product knowledge.
  • Prior MRO sales experience
  • Understanding of I/C wholesale and distribution channels
  • Knowledge of Do it Best and its members.
  • Bachelor’s degree in business:  marketing, sales, finance
Skills and Abilities
  • Exceptional sales skills
  • Strong interpersonal skills
  • Strong presentation skills
  • Ability to build rapport with buyers, owners, vendors
  • Strong negotiating skills
  • Strong listening and communication skills
  • Teamwork
  • Proficient in Microsoft Office and other PC skills
  • Problem solving skills
  • Ability to work independently, with minimal supervision
  • Staying current on market conditions.
  • Ability to gauge the member’s perception of your role and value to them.
  • Ability to gather market information
  • Highly motivated to succeed, aggressively grow market share.
  • Ability to prospect for new business
  • Ability to tell the Do it Best / INCOM story to buyers to show the importance of supporting their co-op.

Core Competencies
Introduction to Do it Best Corp., Sales and Business Development, and INCOM Distributor Supply (Complete by week 1)
  • Explain the core principals of Do it Best and our members.
    • Philosophy- “Serving members as we want to be served.”
    • Mission- “Making the best even better”
    • Goal- “Helping our members grow.”
  • Corporate initiatives and strategic plan.
  • Introduction by VP, Director of INCOM and/or I/C Conversion Manager.
Sales and Business Development Structure (Complete by week 1)
  • Introduction to peers in department.
  • Overview of sales territories
  • Introduction by I/C Conversion Manager.
Do it Best Corp. Human Resource Policies (Complete by week 2)
  • Knowledge of Personnel Policies. 
  • Introduction by I/C Conversion Manager.
Safety Awareness (Complete by week 3)
  • Familiarity with Do it Best Corp. safety initiatives
  • Training by I/C Conversion Manager and Director of INCOM
INCOM Distributor Supply Department Structure (Complete by end of week 4 or per each item as below)
  • Introduce to team in Merchandising
  • Introduce to team in Lumber and Building Materials
  • Understanding of trade area management and working with our members.
  • Introduction to INCOM Sales Strategy / strategic INCOM vendor partners
  • Introduction by I/C Conversion Manager.
Do it Best Corp. Computer Systems and other internal PC systems (Complete by end of week 4)
  • Knowledge of systems components and capabilities; ordering, business analytics, MMS.  Introduction by I/C Conversion Manager.

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