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Field Sales Director - Ship & Pack, Facility Solutions - Southern California

Function: Outside Sales
Location: , San Diego, CA US
Date posted: 12/1/2017 1:02:31 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1031152_2
Description

Introduction:
 

Staples Facility Solutions offers a wide assortment of ship and pack supplies. With more than 15 years of industry experience, the Staples Facility Solutions’ nationwide team consults with business-to-business customers to create a customized solution, helping with product selection, usage, and training.  Staples Facility Solutions is focused on delivering the best customer experience and the best service to support their needs.
 
Position Summary:
 
The Facility Solutions (FS) Field Sales Director provides management and leadership to a team of Facility Solutions National Account Executives located within the assigned Region.  This team will support national account activities within a defined region and geographic area.  They will work and collaborate with BDDs, BDEs, RSDs, ASMs and other FSDs to coordinate national ship & pack prospects through the sales cycle.  This team is dedicated to developing and managing large-scale ship & pack programs at existing and new F1000 clients and reaching the highest levels of customer satisfaction and loyalty.  Additionally, this team is responsible for further penetrating and expanding ship & pack programs within these existing accounts. The Field Sales Director will play a critical role in developing, managing and expanding a rapidly growing national account base, both in terms of number of accounts and revenue. 
 
Primary Responsibilities:

  • Provides national account leadership in the customer engagements to achieve required new revenue growth and profitability goals
  • Manages team’s account revenue growth and profit management and holds team members accountable to revenue and profit objectives
  • Works with FS National Account Executives to develop strategic plans to prospect, win and penetrate new ship & pack business
  • Manages the process throughout the sales cycle including the development /oversight of key customer presentations and account reviews
  • Develops pricing strategies, increases sales and enhances profitability
  • Ensures accuracy of proformas
  • Establishes the appropriate brands, product bundles, ordering/delivery plans
  • Manages team’s accounts margin performance
  • Manages purchase mix and compliance at customers' locations and divisions
  • Works with key suppliers to successfully drive sales within new and existing accounts
  • Cultivates partnership-type relationships with customer management
  • Maintains sales leadership role in customer implementations
  • Establishes appropriate level location support for customers
  • Works collaboratively with BDDs, BDEs, RSDs, ASMs and other FSDs to design a plan to meet customers' needs and drive incremental penetration of the account
  • Prepares sales and activity reports, communication and follow up, including management of the Focus Account Process for the region
  • Assigns FS National Account Executive to qualified ship & pack opportunity
  • Manages a team of sales associates
  • Coaches, mentors and develops sales personnel
  • Effectively recruits and trains sales personnel
  • Manages training, adoption and compliance to Salesforce.com utilization
  • Assists in the planning of annual goals.  Measures and tracks associate progress to goals for inclusion within appraisals
  • Distributes performance objectives to meet team objectives for sales


Qualifications


Basic Qualifications:

  • Bachelor Degree
  • Training and coaching skills
  • Advanced selling & negotiation skills, including vendors
  • Management skills (mentoring, coaching, counseling) for sales personnel optimization
  • High level of business acumen
  • Excellent computer skills and technology competence
  • Management and Leadership training
  • 6 to 8 years related experience
  • Proficiency in Microsoft Office Suite, Outlook, and Salesforce.com
  • Experience managing remote teams
  • Experience and proven track record of developing new business at Fortune 1000 clients
  • Ability to interface at various levels at a customer site


Preferred Qualifications:

  • Ship & pack product knowledge

Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.




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