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Key Account Executive - Commercial (Hiring Immediately)
Key Account Executive - Commercial (Hiring Immediately)Staples, Inc. • DURHAM, NC, US
Key Account Executive - Commercial (Hiring Immediately)

Key Account Executive - Commercial (Hiring Immediately)

Staples, Inc. • DURHAM, NC, US
10 hours ago
Job type
  • Part-time
Job description
  • Work Location : This is a remote position with a regional focus. This position supports customers in North Carolina . While the role primarily supports working from home, the individual performing this role would live within or adjacent to this region.
  • Staples is business to business. Youre 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 youll 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 SA.com 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

    Work Location : This is a remote position with a regional focus. This position supports customers in North Carolina . While the role primarily supports working from home, the individual performing this role would live within or adjacent to this region.

    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 customers 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 customers 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 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

    Qualifications :

    Whats needed - Basic Qualifications :

    4-6 years successful sales experience

    4-6 years experience in Office Supplies including facility and breakroom, technology products, business furniture, print and promotional products

    3+ years experience in Microsoft Office and other basic software tools

    4-6 years experience in consultative selling, solutions selling, insight selling, negotiation and advanced client management skills

    High school diploma or GED

    Whats needed - Preferred Qualifications :

    Proficient in Microsoft Office and other basic software tools

    Worked cross-functionally in a large, complex company

    Prior account management and prospecting 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

    Bachelors degree

    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 Wellnessprograms, and more perks and benefits

    #LI-MH1

    At Staples, inclusion is an action word. It represents what we do to ensure that all employees feel valued and supported to contribute to their fullest potential. When we operate inclusively, diversity naturally follows. This is why we work hard to foster an inclusive culture, as we seek employees with unique and varied perspectives and areas of expertise. The result is a better workplace and innovative thinking that helps us exceed our customers expectations through the power of the people behind our iconic brand. Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.

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    Commercial Account Executive • DURHAM, NC, US

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