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Area Sales Manager - Business Development- Hanover, MD

Function: Outside Sales
Location: Hanover, MD SDO, Hanover, MD US
Date posted: 1/26/2018 4:58:15 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1038500

Position Summary:


The Area Sales Manager (ASM) is responsible for leading and developing Strategic Account Leaders within an assigned geographic area.  In addition, ASMs are responsible for leading major growth initiatives including sustaining the Team Selling model and driving growth in of key product categories including:  Office Supplies, Furniture, Facilities and Break Room Supplies, Technology and Print.


Primary Responsibilities:

  • Manage team efforts to set and achieve all growth and sales targets within assigned accounts
  • Lead and develop Strategic Account Leaders (SAL) to drive sales growth, gross profit margin, product category penetrations and other key metrics with assigned accounts
  • Regularly coach and mentor SALs with positive and opportunity based feedback to achieve sales growth and margin targets. Define expectations and monitor progress
  • Instruct and lead SAL in developing their strategic thinking skills as they facilitate the strategic account planning process to establish long term growth plans
  • Coach and Lead SALs to fully utilize all available resources including Resolution Specialists, Admin Team, CSS, Ecommerce Team, Marketing
  • Collaborate with peer leaders and product category experts to prioritize work and drive accountability amongst their teams to meet common goals
  • Regulate selling team travel and entertainment expenses to meet budget and policy guidelines 
  • Establish relationships with customers above the buyer level within territory
  • Engage in conflict resolution with team members or peers to solve problems as issues arise
  • Manage and lead monthly reviews of sales and activity reports with each team member.  Identify opportunities for development, training, and performance improvement requirements
  • Manage contract renewal process, program updates and expansion for all key customers 
  • Oversee escalated issues to effectively resolve customer concerns and ensure customer satisfaction



  • High School Diploma/GED required
  • Minimum of 4-6 years of business development leadership experience or related sales management experience
  • Experience and proven track record of leading teams responsible for managing programs or business development
  • Advanced selling & negotiation skills
  • Solid knowledge of Office Supplies including:  facility and breakroom, technology products, business furniture, print and promotional products
  • Strong coaching, mentoring and team development skills
  • Ability to interface above buyer level at a customer site
  • High level verbal, written, and presentation skills
  • Demonstrates consultative selling and advanced client management skills
  • Computer literacy including competency related to MS Office applications
  • Understanding of E-procurement and mobile procurement processes


  • Bachelor's Degree
  • Experience with Sales Tracking software (Salesforce)

Additional Information:

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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