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Strategic Account Leader

Function: Outside Sales
Location: , Mississauga, ON CA
Date posted: 3/26/2018 5:02:16 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1044294
DescriptionPURPOSE OF JOB

The Strategic Account Leader (SAL) is responsible for managing and leading our engagement with customers in order to increase revenue and profit. This is done by providing solutions tailored to customer needs, achieving sales targets in all product categories and positioning Staples with key executives and decision makers. This position also requires knowledge of key product categories including: Office Supplies, Furniture, Facilities and Break Room Supplies, Technology and Print. The SAL will be expected to interface and lead the interactions with customers, other departments, other SALs and all levels of the Staples organization to meet customer needs and drive sales.

PRIMARY DUTIES AND RESPONSIBILITIES
  • Manage and drive sales growth, gross profit margin, product category penetrations and other key metrics with assigned accounts.
  • Lead and facilitate the account planning process with team members to establish long term growth plans for accounts.
  • Develop and execute specific sales plans to achieve sales and margin targets.
  • Establish and maintain relationships with customers based upon Staples value proposition as provider of solutions to tailored their individual needs.
  • Cultivate and safeguard (along with product category specialists) the overall customer relationship by interfacing with customer’s highest buying and management levels.
  • Regularly review the performance of each customer pertaining to strategic account planning execution and category penetration to determine and establish further growth plans
  • Analyze sales trends, reports and other data to determine long term strategic growth plans
  • Team and collaborate with product category experts to understand strategic solution opportunities and programs; and the potential for value added impact at all customer sites as well as to assist on program roll-outs and implementations.
  • Manage program implementation for new customers.
  • Manage contract renewal process, program updates and expansion for all customers in the territory.
  • Manage and lead Quarterly Business Reviews for customers
  • Utilize salesforce.com to track account and planning activities. 

QualificationsKNOWLEDGE / SKILL REQUIREMENTS
  • Bachelors degree preferred
  • Minimum of 4-6 years of business development experience
  • 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.
  • 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 growth plans and lead strategic account planning with product category team members.
  • Strong business, financial, operations and technology acumen. Including 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.
  •  
  • Computer literacy including competency related to MS Office applications.
  • Experience with Sales Tracking softwares (e.g. Salesforce) a plus
  • Understanding of E-procurement and mobile procurement processes.
ABOUT US

Staples Business Advantage is the leading business supplier in Canada, providing customers with a complete assortment of products and services, including office supplies, technology products, facility solutions, furniture, and business services. As the business-to-business division of Staples, Staples Business Advantage works with companies of 20 or more employees to develop customized programs and to provide dedicated account management to meet the needs of any business. Staples Business Advantage Canada is headquartered in Mississauga, Ontario with eight distribution centres across Canada. The company employs over 1,500 associates and leverages over 170 delivery vehicles. Staples Business Advantage works in partnership with the Staples Business Advantage Contract division in the US and internationally to provide common programs for our international customer base.

 

Staples Business Advantage provides many advantages for all business sizes: a customizable online ordering system, excellent customer care, easy-to-browse catalogues, next day delivery capabilities and a dedicated sales organization to meet the needs of every type of business.

 

Staples is committed to providing accommodation to people with disabilities throughout the job application and interview process to the point of undue hardship. If you require an accommodation during the application or interview process, please contact a Customer Care Representative at 1-866-782-7537.


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