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Director of Selling

Function: Store Operations
Location: Staples Corporate Center, Framingham, MA US
Date posted: 4/6/2018 5:05:17 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1045470

Position Summary

The Director of Selling is a key strategic position responsible for driving total store sales and profit across the US Retail business through focus on the customer experience in-store and associate behaviors to maximize conversion and spend.  This position is responsible for owning and evolving the Selling Culture of the stores through ownership of related systems and tools, field support programs, training and processes. Specific projects include (but not limited to) Conversion, Selling scorecard targets, Customer Development, Sales initiative incentives, Seasonal Planning (packaging communications, identifying selling targets and specific behaviors, project managing), Coaching and training.  This role represents the field perspective in high visibility meetings and projects, providing insights and guardrails, creative ideas and solutions.  The Director of Selling partners closely with teams across Field Leadership, Learning and Development, Store Operations, Communications, Insights, Customer Experience, Merchandising, Marketing, and Services to identify opportunities to drive business results and develop and implement executable selling programs chainwide.  This role is both highly tactical in leading the team to execute sales initiatives as well as strategic to have future-looking, creative ideas to continue to evolve the business.

Primary Responsibilities

Impact on Business

  • Lead the strategy design and implementation for the US Retail Selling programs – highly focused on creating, developing, and sustaining a customer-centric selling culture within US Retail at all levels and across all areas of the store
  • Own selling incentives strategy, approach, and design
  • Leverage selling program analytics and reporting provided by Insights team to identify actionable insights and foster data-driven decision making
  • Establish field-facing selling goals and priorities to achieve budgeted sales and profit through customer conversion and basket building behaviors and programs – in scorecards and seasonal/selling initiatives
  • Support new product and category introductions, seasonal priorities
  • Partner closely with Learning & Development to implement and manage effective field training
  • Partner closely with Communications to provide audience-specific information to drive cultural evolution towards selling and drive behaviors and execution
  • Partner closely with Promo and Portfolio to understand the customer and merchandising strategy and goals, provide field insight and perspective and collaborate to create an executable plan to support the financial plan
  • Ownership of the Conversion system and reporting, including data managemen
Communication/Interactions: Internal & External Customers / Suppliers as well as Third Parties
  • Ongoing partnership with Field team – communicate and review sales performance metrics and key improvement opportunities to the US Retail Senior Leadership Team on a regular basis;  work with field leaders to turnaround negative trends and leverage learnings from top performers
  • Partner with Insights team to refine field reporting to reflect the selling strategy, provide visibility and focus on metrics that drive the right behaviors

People Leadership 

  • Lead Selling team
  • Establish quarterly goals for team that align with US Retail objectives
  • Provide ongoing informal and formal feedback for each team member, reviewing progress on individual goals
  • Develop team members within their roles and in preparation for future roles
Business Strategy
  • Ownership of program design and strategy for Selling within US Retail
  • Heavy use of results, data, and related insights to shape business programs and plans
  • Represent the store experience team at regional and divisional meeting, at senior level meetings within home office
  • Close partnership and cross-functional collaboration with teams across Store Operations, Communications, Omnichannel, Customer Experience, Merchandising, Marketing, Services, and Field to develop and implement executable selling programs and identify educational, operational, and systemic needs to drive our business results and customer experience



  • Bachelor’s Degree (OR) 10 years of relevant experience (Retail or sales field or training experience)

  • 6 to 8 years of Retail experience


  • Strategic focus, able to develop long term goals consistent with corporate objectives, SBU objectives, company culture, and growth initiative priorities.

  • Extensive knowledge of Staples business, retail industry, and our current systems and processes at store level.  Ability to translate business goals, ideas, and initiatives into programs that are easy to execute at store level.

  • Strong relationship-building skills and ability to lead through influence.  Able to interact with diverse groups of people at all levels of the organization both in the home office and in the field.  Able to build relationships with field leaders and home office leaders.  Able to communicate and professionally “push back” as necessary when making business trade-offs.

  • Superior problem-solving and analytical acumen.  This individual will have partners responsible for key program analytics and reporting but this role needs to be able to leverage that information to drive business decisions, must able to think creatively and solve problems, look for new ways to do things

  • Strong multi tasker.  Able to develop effective work plans and timelines to prioritize multiple tasks associated with this role, manage a team and their deliverables as well as complete individual deliverables

  • Excellent communication skills – both oral and written


Additional Information

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

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