Staples is business to business. You’re what binds us together.Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.Role Summary:Responsible for driving account growth and profitability strategy for large ($175k+) customers, primarily by securing incremental and renewal contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all categories of products, as well as driving sales at sites and with Power users. Key Account Executives are also responsible for mapping an account growth strategy, teaming effectively with Outside Developers to penetrate and grow accounts at the site and end-user level, and partnering with category experts where necessary to add value to our customers’ purchasing process. This is a strategic selling position, expected to engage contacts remotely by phone, video, face to face, and utilizing digital tools.What you’ll be doing:
Revenue responsibility of $30-40M
Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Prioritized Insights and SFDC)
Profitably grow book of business by hunting programmatic and all opportunities across the full account hierarchy
Partner with Outside Developers to drive sales through program compliance at all account sites
Lead Key Account selling team (i.e., category experts, site development, CSM, sales engineers, etc.) to execute account growth plan
Collaborate with Revenue Management Team on specific opportunities to make discretionary pricing decisions based on knowledge of the account and assessment of future spend potential, as well as pass BPIs based on contract language
Exhibit high level of business acumen and sales methodologies to discover incremental opportunities and align with the customers' vision and initiatives (ex: I&D, sustainability, HR), as well as understand competitive landscape
Expertise of customer industry buying process and ability to support product selection and standardization of SA.com products assortments
Engage CSM to manage customer experience and complete customer maintenance requests
Establish and maintain business management relationships with the senior executive team members within customer base
What you bring to the table:
Strong drive and a desire to win
Strong aversion to complacency
Proven ability to view rejection as a learning opportunity and double down on next best actions
Experience and proven track record of managing programs or business development
Ability to interface at customer’s most senior levels
Strong ability to develop and deliver presentations
Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
Ability to set targets, design customer growth plans and work with product category sales team members
Strong business, financial, operations and technology acumen
Ability to analyze customer data, business and industry trends to create tailored solutions for customers based upon Staples value proposition
Ability to function independently with minimal daily supervision
Adaptable to change
Ability to interface at customer’s most senior levels
Strong ability to develop and deliver presentations face to face and virtually
Negotiating: Individual will oversee pricing negotiations for specific sales opportunities
Lead Team selling: Individual will be responsible for coordinating and executing account planning processes in conjunction with category experts and customer experience teams
What’s needed - Basic Qualifications:
Bachelor’s degree or equivalent work experience
4+ years successful sales experience with Government & Education clients
Experience and proven track record of managing programs or business development
Solid knowledge of Office Supplies including: facility and breakroom, technology products, business furniture, print and promotional products
Proficient in Microsoft Office and other basic software tools
Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
Ability to design strategic customer growth plans and work with product category sales team members
Ability to analyze customer data, business and industry trends to create tailored solutions for customers based upon Staples value proposition
What’s needed - Preferred Qualifications:
Experience working with Gov’t and Education Coops
Proficient in Microsoft Office and other basic software tools
Worked cross-functionally in a large, complex company
Prior account management and prospecting experience with Fortune 1000 accounts
Had responsibility for a sales budget and track record of exceeding quota
Managed a complex deal shaping from start to finish
Experience with business-to-business sales process
Had responsibility to retain and grow accounts
We Offer:
Inclusive culture with associate-led Business Resource Groups
Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)
Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!
Staples is an Equal Opportunity Employer.All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender idenity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.For individuals with disabilities that need additional assistance at any point in the process, please call 1-888-490-4747 for more information.