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Business Developer SLED
3 months ago
Staples is business to business. Youre what binds us together.
Prospects within defined territory to pursue two main responsibilities: penetration of existing accounts by winning net new sites. Responsible for ramping and onboarding accounts to further expand our customer base. It is a high velocity sales position that leverages a prioritized action list to drive engagement activities and then manages their opportunities through the sales funnel. Requires strong collaboration with Account Management to build strategies for site acquisition; new site targets will be passed by Sales Ops and occasionally selected in partnership with Account Management. Expected to travel to meet clients face to face & effectively use remote methods (phone/internet) to maintain and grow sales relationships within owned geographies.
What youll be doing:
Consistently meets activity goals and daily metrics with a hunter mindset/approach - outbound dials, sell time, live contacts, and created opportunities
Effectively partner with Account Management to determine site hunting strategy within existing accounts
Effectively partner with GPO FSDs to understand contractual complexity and refine net new logo strategy within the Complex segment
Travel to meet clients face to face & walk the halls of new sites to maintain and grow sales relationships across the account hierarchy
Develop expertise on contract & coop availability within designated geographies
Influences on the spot pricing decisions in order to cultivate a seamless customer experience
Manage sales funnel to close opportunities
Effective Selling Skills: Utilizing professional selling skills, discover prospects incremental and programmatic needs, effectively communicates Staples value propositions, capabilities, products, and assortments including all categories. Capable of overcoming objections and closing the sale
Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Priority List, Tenfold, SFDC)
Internal Partnerships: Effectively work with customer support/set up teams and category specialists to progress deals forward to closed won
Implements and ramps wins driving compliance to new account/program
Expertise of prospect industry buying process and ability to support product selection and standardization
Experience in Education, State & Local beneficial but not required
Brings in over $750K / year in revenue
Create sticky accounts which will continue to purchase from Staples
Executing strategies defined by Senior Leadership Team
Integrates feedback from prospects into their sales approach
New customer assortment and pricing
Internal Teaming: Individual will need to communicate and work closely with Category Specialists, and Support teams
Customer Communications: Individual is responsible to communicate with prospects daily in person and face to face in a professional manner
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 business development
Strong ability to develop and deliver presentations virtually and in person
Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
Ability to 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
Ability and motivation to find, develop, and close sales
Demonstrated work ethic, self-disciplined
Ability to succeed in a competitive selling or goal-oriented environment
Ability to be coached and to incorporate feedback
Professional appearance and demeanor
Strong organization and time management skills
Qualifications:
Whats needed- Basic Qualifications:
1-3 years of successful sales experience or success as a Staples B2B Sales Associate
1-3 years experience in PowerPoint, Excel, and Outlook
Whats needed- Preferred Qualifications:
Bachelors Degree
Knowledge of Customer Relationship Management tool (CRM)
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