Key Account Executive SLED (Regional Remote) at Staples, Inc.

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. 

Role Summary:

Responsible for driving account growth and profitability strategy for large ($175k+) customers, 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, teaming effectively with Outside Developers to penetrate and grow accounts at the site and end-user level, and partnering with category experts where necessary to 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:

• Revenue responsibility of $30-40M
• Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Prioritized Insights and SFDC)
• Profitably grow book of business by hunting programmatic and all opportunities across the full account hierarchy
• Partner with Outside Developers to drive sales through program compliance at all account sites
• Lead Key Account selling team (i.e., category experts, site development, CSM, sales engineers, etc.) to execute account growth plan
• Collaborate 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
• Establish and maintain business management relationships with the senior executive team members within customer base

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
• Adaptable to change
• Ability to interface at customer’s most senior levels
• Strong ability to develop and deliver presentations face to face and virtually
• 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

What’s needed - Basic Qualifications:

• Bachelor’s degree or equivalent work experience
• 4+ years successful sales experience with Government & Education clients
• Experience and proven track record of managing programs or business development
• Solid knowledge of Office Supplies including: facility and breakroom, technology products, business furniture, print and promotional products
• Proficient in Microsoft Office and other basic software tools
• Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
• Ability to design strategic customer growth plans and work with product category sales team members
• Ability to analyze customer data, business and industry trends to create tailored solutions for customers based upon Staples value proposition

What’s needed - Preferred Qualifications:

• Experience working with Gov’t and Education Coops
• 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!

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.