Key Account Executive SLED

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 programming and all opportunities across the full account hierarchy.
• Partner with Outside Developers 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  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.
• Experience in Education, State & Local Government beneficial but not a requirement

• 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 managing programs or business development
• 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

• Experience and proven track record of managing programs or business development
• Solid knowledge of Office Supplies including facility and breakroom, technology products, business furniture, print and promotional products
• Ability to interface at customer’s most senior levels
• Strong ability to develop and deliver presentations face to face and virtually
• Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
• Ability design strategic 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
• Negotiating:
  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 change

• Bachelor’s degree or relevant experience
• Experience working with Gov’t and Education Coops
• Proficient in Microsoft Office and other basic software tools
• Worked cross-functionally in a large, complex company
• Prior account management and prospective 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

• 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!

Staples is an Equal Opportunity Employer who values the diversity of our people, products, and services.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law