Job Title

Staples is business to business. Youu2019re what binds us together. Responsible for driving account growth and profitability strategy, primarily by securing incremental and renewal contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all categories of products, as well as driving sales at sites and with Power users Key Account Executives are also responsible for mapping an account growth strategy and are responsible for teaming with category experts where necessary to penetrate and grow accounts, as well as add value to our customers purchasing process.. This is a strategic selling position, expected to engage contacts remotely by phone, video, face to face, and utilizing digital tools. What youu2019ll be doing: u00b7 Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Prioritized Insights and SFDC). u00b7 Lead Key Account selling team (i.e. category experts, site development, CSM, sales engineers, etc.) to execute account growth plan u00b7 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. u00b7 Exhibit high level of business acumen and sales methodologies to discover incremental opportunities and align with the customers vision and initiatives (ex: I&D, sustainability, HR), as well as understand competitive landscape u00b7 Expertise of customer industry buying processu2019 and ability to support product selection and standardization of products assortments u00b7 Engage CSM to manage customer experience and complete customer maintenance requests u00b7 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 u00b7 Establishes and maintains business management relationships with the senior executive team members within customer base u00b7 Drives incremental sales and profitability u00b7 Ability to create growth strategy based on customer needs u00b7 Executing strategies defined by Senior Leadership Team u00b7 Integrates feedback from customers into their sales approach u00b7 Works to provide Staples solutions and value to customer challenges and situations. u00b7 Provides critical feedback from customers to leadership and support teams u00b7 Growth strategy across customers/sites u00b7 Account assortment and pricing u00b7 Internal Teaming: Individual will need to communicate and work closely with many internal partners such as Revenue Management, Category Specialists, and Support teams u00b7 Customer Communications: Individual is responsible to communicate with prospects and customer daily in a professional manner, displaying high level of business acumen What you bring to the table: u00b7 Strong drive and a desire to win u00b7 Strong aversion to complacency u00b7 Proven ability to view rejection as a learning opportunity and double down on next best actions u00b7 Experience and proven track record of managing programs or business development u00b7 Ability to interface at customeru2019s most senior levels u00b7 Strong ability to develop and deliver presentations u00b7 Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills u00b7 Ability to set targets, design customer growth plans and work with product category sales team members u00b7 Strong business, financial, operations and technology acumen u00b7 Ability to analyze customer data, business, and industry trends to create tailored solutions for customers based upon Staples value proposition u00b7 Ability to function independently with minimal daily supervision u00b7 Experience and proven track record of managing programs or business development u00b7 Ability to interface at customeru2019s most senior levels u00b7 Strong ability to develop and deliver presentations face to face and virtually u00b7 Ability design strategic customer growth plans and work with product category sales team members u00b7 Strong business, financial, operations and technology acumen u00b7 Ability to analyze customer data, business, and industry trends to create tailored solutions for customers based upon Staples value proposition u00b7 Ability to function independently with minimal daily supervision u00b7 Negotiating: Individual will oversee pricing negotiations for specific sales opportunities. u00b7 Lead Team selling: Individual will be responsible for coordinating and executing account planning processes in conjunction with category experts and customer experience teams. u00b7 Adaptable to change Qualifications: Whatu2019s needed - Basic Qualifications: u00b7 High school diploma or GED u00b7 4-6 years successful sales experience u00b7 4-6 years experience in Office Supplies including facility and breakroom, technology products, business furniture, print and promotional products u00b7 3+ years experience in Microsoft Office and other basic software tools u00b7 4-6 years experience in consultative selling, solutions selling, insight selling, negotiation and advanced client management skills Whatu2019s needed - Preferred Qualifications: u00b7 Bacheloru2019s degree u00b7 Proficient in Microsoft Office and other basic software tools u00b7 Worked cross-functionally in a large, complex company u00b7 Prior account management and prospecting experience with Fortune 1000 accounts u00b7 Had responsibility for a sales budget and track record of exceeding quota u00b7 Managed a complex deal shaping from start to finish u00b7 Experience with business-to-business sales process u00b7 Had responsibility to retain and grow accounts We Offer: u00b7 Inclusive culture with associate-led Business Resource Groups u00b7 Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays) u00b7 Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more perks and benefits (is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender idenity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law. For individuals with disabilities that need additional assistance at any point in the process, please call 1-888-490-4747 for more information.