[Hiring] Senior Inside Account Executive @Staples Inc.

Role Description

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. Senior Account Executives are also responsible for teaming with category experts where necessary to penetrate and grow accounts and customer experience teams to support and add value to our customers purchasing process. This is a strategic selling position, expected to engage contacts daily virtually by phone, video, and utilizing digital tools.

• 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.

Qualifications

• Strong drive and a desire to win and a strong aversion to complacency.
• Proven ability to view rejection as a learning opportunity and double down on next best actions.
• 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 and 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.
• Solid knowledge of Office Supplies including: facility and breakroom, technology products, business furniture, print and promotional products.
• Negotiating: Individual will oversee pricing negotiations for specific sales opportunities.
• Experience and proven track record of managing programs or business development.

Requirements

• High School Diploma/GED required or equivalent work experience.
• 4+ years of successful business to business sales experience.

Preferred Qualifications

• Bachelor’s degree.
• Prior GPO or Facilities experience, specifically NSA / BSC, is preferred.
• Knowledge of Office Supplies products and services including facility and breakroom, technology products, business furniture, print and promotional products.
• Worked cross-functionally in a medium - large, complex company.
• Prior account management and prospecting experience.
• Prior responsibility for a sales budget and track record of exceeding quota.
• Proven track record of managing programs or business development.
• Experience managing a complex deal, shaping from start to finish.
• Prior responsibility to retain and grow accounts.
• Proficiency using Salesforce/CRM.
• Proficient in Microsoft Office and other basic software tools.

Benefits

• 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!