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Senior Inside Account Executive SLED

Framingham, Massachusetts, United States

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Job ID 2216 Category Sales & Sales Support Date posted 02/08/2024 Remote Remote

Staples is business to business. You’re what binds us together.

Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.

What you’ll be doing:

Revenue responsibility of $10 – 20M
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 growth plan and add value to customer purchasing program
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.
Profitably grow book of business by hunting programmatic and transactional opportunities at the master account level across all categories. Also drive sales through program compliance at all account sites.
Implements and ramps 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.
Drives incremental sales and profitability
Ability to create growth strategy based on customer needs
Executing strategies defined by Senior Leadership Team
Integrates feedback from customers into their sales approach.
Works to provide Staples solutions and value to customer challenges and situations.
Provides critical feedback from customers to leadership and support teams.
Growth strategy across customers / sites
Account assortment and pricing
Internal Teaming: Individual will need to communicate and work closely with many internal partners such as Revenue Management, Category Specialists, and Support teams.
Customer Communications: Individual is responsible to communicate with prospects and customer daily in a professional manner, displaying moderate level of business acumen.

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
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
Strong ability to develop and deliver presentations virtually
Ability design strategic customer growth plans and work with product category sales team members
Strong business, financial, operations and technology acumen
Ability to function independently with minimal daily supervision
Adaptable to change

Qualifications - External

What’s needed- Basic Qualifications:

  • High School Diploma/GED required
  •  4+ years of outside sales experience

What’s needed- Preferred Qualifications:

  •  Bachelor’s degree
  • Thorough knowledge of Jan/San products and services
  • Training and/or demonstration experience, both internal and end-user strongly preferred

We Offer:

  • Base salary with commissions
  • 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!

At Staples, “inclusion” is an action word. It represents what we do to ensure that all employees feel valued and supported to contribute to their fullest potential. When we operate inclusively, diversity naturally follows. This is why we work hard to foster an inclusive culture, as we seek employees with unique and varied perspectives and areas of expertise. The result is a better workplace and innovative thinking that helps us exceed our customers’ expectations -- through the power of the people behind our iconic brand.

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

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