Business Development Director - SLED

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 using 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.

The Director of Business Development is focused on prospecting and closing business within the Enterprise/Fortune 500 market. Primarily by securing contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all categories of products. Business Developers are responsible for mapping prospecting strategy for each potential customer and engaging proper selling partners such as category experts to close/win the account. Has detailed knowledge of products and services to offer and ensures that products and services consistently satisfy prospects’ needs and challenges. This role also requires strong collaboration with support and internal partners such as category experts, implementations/support, and pricing.

What you’ll be doing:

• Coordinate with Executive Leadership on creating an enterprise sales & revenue strategy to win high revenue prospects.
• Negotiate with C-Level for Fortune 500 prospects.
• Navigate complex sales/business development cycles that factor in numerous influencers, and decision makers.
• Design and negotiate intricate contracts.
• Collaborate with LOB experts on deal strategy to close/win programmatic deals.
• Develop senior relationships with key targets and top accounts across diverse personas, influencers and strategic partners.
• Maintain a high degree of transparency in pipeline management, pricing negotiations and contract governance though CRM.
• Demonstrate expertise of prospect industry buying process’ and ability to support product selection and standardization.
• Team with category experts to add value and expertise to best position Staples to win.
• Collaborate with Revenue Management Team and Sales Engineer to make discretionary pricing decisions based on knowledge of competitor spend, account servicing needs, and assessment of future spend commitments.
• Collaborate with support / implementations and account management team to meet customer needs and seamless onboarding.
• Exhibit high level of business acumen and sales methodologies to create a value-based deal and align with the customers’ vision and initiatives (ex: I&D, sustainability, HR), as well as understand competitive landscape.

What you bring to the table:

• Strong drive, desire to win and 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 prospects’ most senior levels
• Strong ability to develop and deliver presentations virtually and face to face.
• Demonstrated expertise in 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 business and industry trends to create tailored solutions for prospects based upon Staples value proposition.
• Ability to function independently with minimal daily supervision.

What’s needed- Basic Qualifications:

• 8+ years related experience managing large complex customers
• Proficiency in PowerPoint, Excel, and Outlook.
• Industry knowledge.

Preferred Qualifications:

• Bachelor’s Degree 

We Offer:

• 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!

Staples is an Equal Opportunity Employer who values the diversity of our people, products, and services.

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.

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

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.