• Under general supervision, solicit business from targeted market segments by regularly calling on all customers/prospects to develop and maintain strong working relationships with key decision-makers. • The associate must remain flexible and proactive in dealing with changing priorities. • The associate will gather data, analyze programs, problems and products, and utilize counselor selling and negotiation skills in building value-added relationships. • The associate will remain knowledgeable about our programs, products, market conditions, and competitors, and keep management informed of trends and customer expectations to assist in new product/program development. • Major challenges include developing a thorough understanding of our capabilities; keeping current on changes in the marketplace and with our competition; learning competitors' sales strategies and thwarting their efforts in order to maintain/grow our business; effectively defining, evaluating, and communicating issues externally and internally; and establishing priorities and managing time. • The associate must be effective in differentiating our products and services in a market that many perceive as a commodity business. • Performance is measured by increased dollar sales, account profitability, current and accurate customer information, ability to develop contacts and relationships, and the further enhancement of CPI's image and market position. • Maximize sales growth and profitability. • Utilize a 'solutions-based' selling approach to build and maintain relationships at all levels within our account base. • The quality and depth of these relationships will differentiate CPI from our competition. • Plan, execute, and monitor territorial coverage to optimize our effectiveness and return on selling expenses. • Work with product managers, marketing, customer service, technical support, and operations to develop a strategic plan for the geographic area by account. • Contribute to the company's financial goals through accurate budgeting, forecasting, expense control, and selling and negotiating higher price points. • Systematically gather data from the marketplace regarding competitive strategies and customer needs and communicate/translate information into new product/market opportunities. • Must be a team player working with all personnel and resources in maintaining and growing a customer-focused organization.