Job DescriptionResponsible for driving account growth and profitability strategy for Complex ($35k-$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 by daily outbound sales activities. Senior Account Executives are also responsible for teaming with Outside Developers to penetrate and grow accounts at the site and end-user level 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.
Duties & Responsibilities:• Average account responsibility of ~100 accounts, average revenue responsibility of ~$16MProfitably grow book of business by hunting programmatic and all opportunities across the full account hierarchy (site, end-user, etc.)
• Partner with Outside Developers to drive sales through program compliance at all account sites
• 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 plan and best serve our customers. • 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. • Implement and ramp 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.
• State, Local & Education experience beneficial but not required
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.
Basic Qualifications :• 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.
• Ability to interface at customer's most senior levels
• Strong ability to develop and deliver presentations virtually
• Consultative selling, solutions selling, insight selling, negotiation and advanced client
• Ability design strategic 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
• Negotiating: Individual will oversee pricing negotiations for specific sales opportunities
Preferred Qualifications: • Bachelor's degree
• Proficient in Microsoft Office and other basic software tools
• Worked cross-functionally in a medium - large, complex company
• Prior account management and prospecting experience
• Had responsibility for a sales budget and track record of exceeding quota
• Managed a complex deal shaping from start to finish
• Experience working with Gov't and Education Coops
• 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!
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.
