Strong drive and desire to win, with a focus on continuous improvement
Ability to work independently with minimal supervision
Proven track record in business development and program management
Strong consultative and negotiation skills
Ability to analyze customer data and industry trends
Solid knowledge of Office Supplies and related products
Responsibilities
Drive account growth and profitability through securing contracts from Economic and Technical Buying Influences
Utilize sales tools to prioritize activities and document customer engagement
Collaborate with category experts and customer support teams to enhance customer purchasing programs
Engage with the Revenue Management Team for pricing decisions based on account assessments
Identify incremental opportunities at both master and site levels
Implement compliance strategies for new and existing customer programs
Maintain relationships with senior executives within the customer base
Benefits
Inclusive culture with associate-led Business Resource Groups
Flexible PTO (22 days) and 7 observed paid holidays
Online and retail discounts
Company match 401(k)
Physical and mental health wellness programs
Full Job Description
Job Description
What you'll be doing:
Responsible for driving account growth and profitability strategy, 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. Senior Account Executives are also responsible for teaming with category experts where necessary to penetrate and grow accounts and customer experience teams to support and add value to our customers purchasing process. This is a strategic selling position, expected to engage contacts daily virtually by phone, video, and utilizing digital tools.
Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Prioritized Insights, Tenfold, SFDC).
Teams with category experts and customer support teams to execute account growth plan and add value to customer purchasing program..
Collaborates 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 at the master and site level, and understand competitive landscape.
Expertise of customer industry buying process' and ability to support product selection and standardization of SA.com products assortments.
Profitably grow book of business by hunting programmatic and transactional opportunities at the master account level across all categories. Also drive sales through program compliance at all account sites.
Implements and ramps wins driving compliance to new and existing programs for customers.
Engage CSC team to manage customer experience and complete customer maintenance requests.
Establishes and maintains 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 and a strong aversion to complacency
Proven ability to view rejection as a learning opportunity and double down on next best actions
Ability to function independently with minimal daily supervision
Experience and proven track record of managing programs or business development
Ability to interface at customer's most senior levels and strong ability to develop and deliver presentations
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
Solid knowledge of Office Supplies including: facility and breakroom, technology products, business furniture, print and promotional products
Negotiating: Individual will oversee pricing negotiations for specific sales opportunities
Experience and proven track record of managing programs or business development
What's needed- Basic Qualifications:
High School Diploma/GED required or equivalent work experience
4+ years of successful business to business sales experience
What's needed- Preferred Qualifications:
Bachelor's degree
Prior GPO or Facilities experience, specifically NSA / BSC, is preferred
Knowledge of Office Supplies products and services including facility and breakroom, technology products, business furniture, print and promotional products
Worked cross-functionally in a medium - large, complex company
Prior account management and prospecting experience
Prior responsibility for a sales budget and track record of exceeding quota
Proven track record of managing programs or business development
Experience managing a complex deal, shaping from start to finish
Prior responsibility to retain and grow accounts
Proficiency using Salesforce/CRM
Proficient in Microsoft Office and other basic software tools
We Offer:
Inclusive culture with associate-led Business Resource Groups
Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!
The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate's experience, skill set, education, geography, business considerations, and internal equity. In addition to base pay, this role may be eligible for bonuses, or other forms of variable compensation.
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About Staples
Staples is a retail company that sells office supplies, furniture, technology, and other products to businesses and consumers. The company was founded in 1986 and has since grown to become one of the largest office supply retailers in the world. Staples operates more than 1,200 stores in 26 countries and has a strong online presence. The company is committed to sustainability and has implemented various initiatives to reduce its environmental impact.
