Business Developer SLED

4 weeks ago

Brockton Massachusetts US, Plymouth County, MA Staples, Inc. Full time

Staples is business to business. You’re 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 you’ll 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:

What’s 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

What’s needed- Preferred Qualifications:

· Bachelor’s 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

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