Key Account Executive Healthcare

Staples 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 plan

Collaborates 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

Profitably 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 sites

Establishes and maintains business management relationships with the senior executive team members within customer base

Drives incremental sales and profitability

Ability to create growth strategy based on customer needs

Executing strategies defined by Senior Leadership Team

Integrates feedback from customers into their sales approach

Works to provide Staples solutions and value to customer challenges and situations.

Provides critical feedback from customers to leadership and support teams

Growth strategy across customers/sites

Account assortment and pricing

Internal Teaming:
Individual will need to communicate and work closely with many internal partners such as Revenue Management, Category Specialists, and Support teams

Customer Communications:
Individual is responsible to communicate with prospects and customer daily in a professional manner, displaying high level of business acumen

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 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

Ability to interface at customer's most senior levels

Strong ability to develop and deliver presentations face to face and virtually

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…