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 you’ll be doing:
- Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Prioritized Insights and SFDC).
- Lead Key Account selling team (i.e. category experts, site development, CSM, sales engineers, etc.) to execute account growth plan
- 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 and align with the customers vision and initiatives (ex: I&D, sustainability, HR), as well as understand competitive landscape
- Expertise of customer industry buying process’ and ability to support product selection and standardization of SA.com products assortments
- Engage CSM to manage customer experience and complete customer maintenance requests
- 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
- 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 high 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
- Strong ability to develop and deliver presentations
- 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
- Experience and proven track record of managing programs or business development
- Ability to interface at customer’s most senior levels
- Strong ability to develop and deliver presentations face to face and virtually
- Ability design strategic 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
- Negotiating: Individual will oversee pricing negotiations for specific sales opportunities.
- Lead Team selling: Individual will be responsible for coordinating and executing account planning processes in conjunction with category experts and customer experience teams.
·Adaptable to change
Qualifications:
What’s needed- Basic Qualifications:
·High school diploma or GED
·4-6 years successful sales experience
- 4-6 years experience in Office Supplies including facility and breakroom, technology products, business furniture, print and promotional products
- 3+ years experience in Microsoft Office and other basic software tools
- 4-6 years experience in consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
What’s needed- Preferred Qualifications:
·Bachelor’s degree
- Proficient in Microsoft Office and other basic software tools
- Worked cross-functionally in a large, complex company
- Prior account management and prospecting experience with Fortune 1000 accounts
- Had responsibility for a sales budget and track record of exceeding quota
- Managed a complex deal shaping from start to finish
- Experience with business-to-business sales process
- Had responsibility to retain and grow accounts
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 perks and benefits
Work Location: This is a remote position with a regional focus. This position supports customers primarily in Nashville, TN. While the role primarily supports working from home, the individual performing this role would live within or adjacent to this region.
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