Key Account Executive

Staples Account ExecutiveStaples is business to business. You're 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 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 planCollaborates 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 landscapeExpertise of customer industry buying process' and ability to support product selection and standardization of SA.com products assortmentsEngage CSM to manage customer experience and complete customer maintenance requestsProfitably 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 sitesEstablishes and maintains business management relationships with the senior executive team members within customer baseDrives incremental sales and profitabilityAbility to create growth strategy based on customer needsExecuting strategies defined by Senior Leadership TeamIntegrates feedback from customers into their sales approachWorks to provide Staples solutions and value to customer challenges and situations.Provides critical feedback from customers to leadership and support teamsGrowth strategy across customers/sitesAccount assortment and pricingInternal Teaming: Individual will need to communicate and work closely with many internal partners such as Revenue Management, Category Specialists, and Support teamsCustomer Communications: Individual is responsible to communicate with prospects and customer daily in a professional manner, displaying high level of business acumenWhat you bring to the table:Strong drive and a desire to winStrong aversion to complacencyProven ability to view rejection as a learning opportunity and double down on next best actionsExperience and proven track record of managing programs or business developmentAbility to interface at customer's most senior levelsStrong ability to develop and deliver presentationsConsultative selling, solutions selling, insight selling, negotiation and advanced client management skillsAbility to set targets, design customer growth plans and work with product category sales team membersStrong business, financial, operations and technology acumenAbility to analyze customer data, business, and industry trends to create tailored solutions for customers based upon Staples value propositionAbility to function independently with minimal daily supervisionNegotiating: 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 changeQualifications:What's needed - Basic Qualifications:4-6 years successful sales experience4-6 years experience in Office Supplies including facility and breakroom, technology products, business furniture, print and promotional products3+ years experience in Microsoft Office and other basic software tools4-6 years experience in consultative selling, solutions selling, insight selling, negotiation and advanced client management skillsHigh school diploma or GEDWhat's needed - Preferred Qualifications:Proficient in Microsoft Office and other basic software toolsWorked cross-functionally in a large, complex companyPrior account management and prospecting experience with Fortune 1000 accountsHad responsibility for a sales budget and track record of exceeding quotaManaged a complex deal shaping from start to finishExperience with business-to-business sales processHad responsibility to retain and grow accountsBachelor's degreeWe Offer:Inclusive culture with associate-led Business Resource GroupsFlexible 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