Staples Canada

Developing new business opportunities and managing sales pipelines within the facility solutions sector. | 3+ years of outside B2B sales experience, with specific experience in janitorial, sanitation, or related product categories, and proficiency with CRM tools like Salesforce. | 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. The Business Development Executive- Facility Solutions (FS) is charged with developing new facilities business by prospecting and creating new strategic FS programs. These programs encompass janitorial, sanitary, cleaning, safety, and breakroom supplies. The target customer base includes large local, regional, and national businesses across commercial, healthcare, higher education, state and local government, long-term care, manufacturing, and more. Key responsibilities include driving the strategic sales process from initial engagement through implementation. The role is supported by vertical experts, sales enablement, and implementation teams. After successful implementation, account management transitions to FS colleagues and Key Account Executives where applicable. The territory the Business Development Executive will work in is the greater Seattle area, surrounding western towns, and as far south as Portland, OR. The BDE must reside in that territory in order to meet the role's in-person customer facing expectations. There is no relocation budget allocated for this position. What you’ll be doing: Communicate with all external customers from prospecting through negotiations and implementation. Internal explanation of opportunity parameters and needs to leadership for approval and support teams such as pricing to achieve a winning proposal. Create customer-facing presentations in PowerPoint or other mediums Negotiate basic contract terms and navigate the legal approval routing process both internally and externally Develop and maintain a strategic account opportunity list for each of the markets in their given region. Manage sales pipeline and deal management through Salesforce.com Work with appropriate departments to respond to Requests for Proposal (RFP), Requests for Quotation (RFQ), as well as other proposal requests. Work with Manufacturers to generate leads and negotiate pricing for large programmatic opportunities. What you bring to the table: Must be able to adapt go to market strategies to meet the needs of customers, industry trends and seasonality of their business. Strong time management, organizational, presentation, and collaboration skills Accepting of new technologies, sales methodologies or processes that Staples or the team decides to implement at any given time. Ability to identify, scrub and qualify prospects based on the defined target customer guidelines What’s needed- Basic Qualifications: 3+ years of outside B2B sales experience Direct experience successfully selling janitorial/sanitation/cleaning supply, breakroom, safety and related product categories Outside sales experience with enterprise-sized accounts Demonstrated analytical, negotiating, and problem-solving capabilities Strong networking ability on social media and within organizations, associations, GPOs, cooperatives, etc. What’s needed - Preferred Qualifications: Bachelor’s Degree Proficiency in Microsoft Office Suite CRM experience, preferably Salesforce.com 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! The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate's experience, skill set, education, geography, business considerations, and internal equity. In addition to base pay, this role may be eligible for bonuses, or other forms of variable compensation. Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.

Lead and develop a team of business development managers to pursue and close large, complex enterprise technology deals, while collaborating with cross-functional teams and maintaining high-level client relationships. | Extensive experience in B2B sales, proven success in closing large-scale deals, and strong negotiation skills at the executive level, with a minimum of 10+ years in sales and 5+ years in leadership. | The Director of Staples Technology Solutions Business (STS) Development - Remote - East Coast leads a team of STS Business Development Managers solely focused on prospecting and closing large, strategic and complex accounts in the Enterprise and Commercial Markets. This role will report to the AVP, STS Sales and is responsible for driving accelerated growth and delivering annual STS new business budget through effective leadership, talent management and the execution of strategic sales initiatives. ****Location is flexible. Targeting East Coast Based Candidates.**** Duties & Responsibilities · In coordination with the AVP, Sales STS & Executive Leadership, the STS Sales Director will create and execute our STS acquisition strategy to win large, high value Commercial & Enterprise prospects in the Technology industry. · Lead Business Development Managers efforts focused on the pursuit of large/complex opportunities ($100K + prospective customers with more than 500 + employees – highly complex sale requiring the highest caliber strategic sales professional). · Extensive experience in selling deal sizes over $1M annually with contracts for 3+ years. · Ability to negotiate with C-Level Executives of Fortune 1000 prospective clients. · Adept at navigating complex sales/business development cycles that factor in numerous influencers and decision-makers. · Ability to design and negotiate intricate contracts that avoid potential risks for company but are value based for customer. · Eye toward reducing costs and increasing profits, while ensuring any legal requirements. · Proven experience managing large, complex prospects in a fast-paced environment and ability to adapt quickly to changing client needs and market constraints. · Collaborate with finance, sales leaders and functional partners on strategy for large & complex financial deals. · Lead highly complex deals that are of large scope that require high financial acumen, negotiation tactics, while understanding the intricacies of the bid process which often includes understanding of the RFP and how to respond as well as working to build a pricing/financial model that is both in the customer and the company’s best interests. · Develop and ensure the execution of tactical and operational sales plan segments for all products, services and solutions relevant to national technology business development scope. · Partner effectively with sales and non-sales organizations to increase win rates, sales velocity, and profitability. · Stay up-to-date on all Technology industry trends, solutions and best practices. · Evangelize STS Business Development leadership culture based in open communication, collaboration, goal achievement, and accountability. · Monitor emerging marketplace trends and available data to drive decision making and ensure evolution of sales strategy and execution. · Develop creative/effective business proposals/approaches that position Staples as a value-added provider with differentiated products, solutions, and services. · Ability to achieve set targets and growth plans. · Ability to advocate internally for customer’s best interest while at the same time balance financial long-term benefits/risks and interests. · Manage client needs to meet internal constraints using sound judgment around capacity, capabilities, and resource constraints. · Effectively execute and improve sales driving programs including sales compensation, performance management, sales forecasting and professional development. · Build collaboration with internal cross-functional teams. · Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners. · Lead complex sales negotiations utilizing acute skills in information exploration and persuasion to emphasize our value proposition, maximize margin, overcome objections, and close business. · Maintain a high degree of transparency in pipeline management, pricing negotiations and contract governance. Basic Qualifications · Minimum 10+ years successful sales experience. · Minimum 5 years of sales leadership experience in a business-to-business focus environment or consultative sales experience, combined with five or more years’ experience in sales management. · Demonstrated experience in securing large-scale, complex deals. · Proven track record to negotiate at C-Suite level for Fortune 1000 companies. · Experience in collaborating with deal teams such as Client Services, Legal, Order Management, Finance, etc. · Proven ability to identify enterprise-wide opportunities and structure innovative, integrated solutions that provide decision support to a global organization in achieving their business objectives. · Excellent communication skills and demonstrated ability to lead, mentor and motivate STS Business Development Managers. · Proven consistent over achievement of sales quotas and financial commitments. · Strong business acumen, forecasting skills, influencing skills and communication skills (to share knowledge with a team to support the growth strategy within sales). · Strong demonstration of intellect, drive, executive presence, and sales acumen. · Bachelor’s degree required OR Equivalent work experience; Masters or advanced degree preferred. Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.