• As Account Executive, you will be responsible for Net New and Account Management Expansion within the territory selling payments software solutions in the higher education market. • You will meet or exceed sales objectives of the assigned territory by promoting and selling the Illumia payment software solutions through a consultative selling approach that effectively aligns the products to customer business objectives, while demonstrating a quantifiable value proposition for the customer. • Selling payments software solutions in the higher education market • Generating new sales into accounts and prospects • Expanding existing account sales within the territory • Meeting and exceeding established sales quotas • Making prospecting a part of the regular routine, ensuring that new prospects are being added to the pipeline on a consistent basis • Managing a complex, enterprise sales process with a 12 month to 24 month purchasing cycle • Expanding the revenue opportunity within new accounts by selling incremental follow-on business • Taking on the role of 'Virtual CEO' on all RFPs • Continually learning about new products and improving selling skills; attending training events throughout the year and participating in self-paced tutorial learning when appropriate • Being well informed about higher education student account software and payment industry trends • Collaborating with colleagues and supporting the overall team effort within the sales organization, to ensure that knowledge and expertise is leveraged throughout the sales team

• Builds and maintains strong relationships with all distributors in Southeast territory • Effectively connects distributors to product experts within the field to facilitate relationships and business growth • Acquires new distributors, adds, and penetrates categories, and adds new business solutions • Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and distributors’ expectations • Aids the development of acquisition and retention programs with distributors to improve the health of their business and ensure Essendant’s longevity within the market • Creates strong relationships with top suppliers/manufacturers in assigned market • Generates sales and margin growth while managing EBIT • Assists in the development of strategies for new and existing accounts to accomplish Essendant company goals • Engages in prospecting, proposal support and presentation, and new and existing account selling • Promotes growth in all Essendant categories

• Participate in a 2-week remote sales training program • Make outbound calls to promote additional services to loyal customers • Answer inbound calls from potential new customers • Assist customers in solving their problems and advise on the best solutions • Document sales and process payments • Open doors to new opportunities through referrals and perform additional duties as assigned

Role Description The Domestic Agent II has high visibility, is the primary contact for designated customers, and is responsible for the outcome of assigned projects including customer service, tracking, routing, problem resolution, vendor compliance, and customer interaction. - Quoting, tracking, and tracing domestic freight shipments moving via air/ground on a daily basis. - Track overhead shipments daily and route accordingly. - Route freight shipments across multiple transportation modes and services based upon client requests. - Proactively communicate with clients regarding the status of freight. - Communicate with vendors/suppliers regarding shipment dispatch, routing, and rates. - Assist local sales and domestic offices with air/ground freight issues. - Manage daily on-time and defect codes, carrier re-weights, and ensure all masters rated. - Assist in compiling customer-specific key performance indicator (KPI) reports on a weekly/monthly basis as needed. - Ensure paperwork, labeling, and scanning for accuracy. - Understand the requirements/expectations of handling shipments of consequence – NFO, high-value, date/time specific, etc. - Responsible for processing monthly inventory. - All other duties as the business deems necessary. Qualifications - Customer Focus: Knowing the customer business needs and acting accordingly; proactively addresses customer concerns. - Oral & Written Communication: Shaping & expressing ideas & information in an effective and professional manner. - Teamwork: Working as a productive member of a cohesive group toward a common goal. - Problem Solving: Identifying problems and issues of varying complexities and finding effective solutions. - Attention to Detail: Ensuring one’s own work is complete and accurate; monitoring the quality of work. Requirements - Associates Degree or equivalent. - 3-5 years of Freight Forwarding experience required, 5-7 years preferred. - Proficient in MS Word, Excel; SAP and AS400 experience is helpful but not required. - Intermediate knowledge of IATA and TSA regulations. - High attention to detail and ability to work independently. - High level of organizational skills. - Team player focused attitude. - Time management is extremely important to meet customer deadlines in a fast-paced, high-volume work environment. Benefits - Base compensation with potential for a bonus based on performance metrics. - Medical, Prescription, Health Savings Account, Flexible Spending Accounts. - Dental, Vision, Life, AD&D, Disability, Supplemental Health, Employee Support. - Paid Parental Leave, Pet Insurance, 401(k), and Tuition Reimbursement. - Eligible for up to 10 to 20 days of vacation (depending on tenure), 2 personal days, 1 floating holiday, 5 sick days, 5 volunteer hours, and 6 company holidays (plus Veterans Day for Veterans) annually.