Key Account Executive, SLED

3 weeks ago

Baltimore MD United States Staples, Inc. Full time

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. 

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 Developmers 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.
  • Establishes and maintains 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
  • Proven ability to view rejection as a learning opportunity and double down on next best actions
  • 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

     

What’s needed- Basic Qualifications

  • 4+ years successful sales experience with Government & Education clients

 

What’s needed- Preferred Qualifications

  • Bachelor’s Degree
  • Experience in Education, State & Local Government beneficial but not a requirement
  • Experience and proven track record of managing programs or business development
  • 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
  • 22 days of PTO and Holiday Schedule (7 observed paid holidays + 1 floating holiday)
  • Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more

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