Sr Account Exec, Facilities

3 days ago Be among the first 25 applicants

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.

Role summary:

As a Senior Inside Account Executive for Facility Solutions (FS) at Staples, your primary responsibilities encompass driving sales growth in the Jan/San and Breakroom categories, ensuring program compliance for customers, and collaborating with other sales and support teams to identify strategic growth opportunities and optimal outcomes for customers.

Your role involves retaining and growing sales and share of wallet through the effective utilization of digital tools and managing pricing negotiations for specific opportunities. You play a crucial part in maintaining and enhancing strong customer relationships.



What you’ll be doing :

• Utilize established sales techniques and strategies within your book of business to retain and grow sales of Jan/San and Breakroom Facility Solutions (FS) and products, thereby increasing customer share of wallet. This includes items such as Cleaning Chemicals and Supplies, Janitorial Paper and Dispensers, Hand Soap and Sanitizer, Safety Supplies, Breakroom products, and Total Coffee Programs.
• Consistently meet or exceed established quotas and Key Performance Indicators (KPIs).
• Regularly employ enablement and digital selling tools to strategically analyze assigned accounts, manage your pipeline, prospect for new opportunities, and increase FS share of wallet while ensuring timely follow-up and progression of potential deals.
• Develop and maintain positive relationships with key decision-makers who control purchasing decisions.
• Demonstrate a comprehensive understanding of customer needs and provide relevant, customer centric Facility Solutions.
• Collaborate with other sales and/or support teams to identify strategic growth opportunities and achieve optimal customer outcomes.
• Engage in pricing and Request for Proposal (RFP) processes by submitting quotes to customers and making well-informed decisions grounded in a comprehensive understanding of the account and its specific needs.
• Prepare customized sales presentations and deliver them to various stakeholders.
• Leverage both customized and standard marketing materials to generate interest and support product recommendations.
• Ensure compliance with program guidelines across all account sites, particularly among primary users.

• Customer Empathy:
  Demonstrates the ability to identify, understand, and address customer needs and interests, providing customer-centric solutions.
• Selling Resiliency:
  Exhibits a capacity to avoid complacency, critically analyze areas for improvement based on previous experiences, and adapt strategies to enhance performance in future deals.
• Relentless Selling:
  Consistently focuses on enhancing sales performance and surpassing established quotas and Key Performance Indicators (KPIs).
• Expertise in Analyzing Customer Data and Industry Insights:
  Applies strategic thinking and executes at an elevated level, identifying business trends and interpreting industry insights.
• Proficiency in Sales, Presentation Development, and Effective Communication:
  Engages with customers effectively through skilled sales techniques and compelling presentations.
• Negotiation
  
  Skills:
  
  Demonstrates proficient negotiation skills, leading to successful deal closures.
• Comprehension of Enablement Tools and Processes:
  Utilizes enablement tools to enhance prospecting strategies.
• Experience in Digital Technology Utilization:
  Provides customers with an integrated experience combining digital technology and human interactions.
• Performance Reflection:
  Identifies areas for improvement through self-reflection.
• Industry…