Staples, Inc.

Compensation

Full Description

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 Hunts within defined territory to pursue one main responsibility; acquisition of net new logos <$500k. Once won, 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 LOB partners for new targets passed by Sales Ops. 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: Win $TBDK+ in new business annually, with a minimum of $X in net new logo Consistently meets activity goals and daily metrics with a hunter mindset/approach - outbound dials, sell time, live contacts, and created opportunities 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 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 What's Needed - Basic Qualifications: 1+ years of successful sales experience or success as a Staples B2B Sales Associate Ability and motivation to find, develop, and close sales. Demonstrated work ethic, self-discipline, and strong organization and time management skills. Ability to succeed in a competitive, goal-oriented environment and to be coached and incorporate feedback. Proficiency in PowerPoint, Excel, and Outlook. What's Needed - Preferred Qualifications Bachelor’s Degree Knowledge of Customer Relationship Management (CRM) tools. Industry knowledge is a plus. We Offer Inclusive culture with associate-led Business Resource Groups Flexible PTO (22 days) and Holiday Schedule 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. #LI-MC1