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Staples Canada · 2 months ago

Key Account Executive SLED

Charlotte, NC, United States

Full-time

Onsite

Mid, Senior Level

$62K/yr - $86K/yr

Staples Canada is a business-to-business company that focuses on providing products and services tailored to the unique needs of various businesses. The Key Account Executive SLED will be responsible for driving growth and delivering exceptional value to State, Local, and Education clients across the U.S., utilizing advanced sales tools and collaborating with internal teams to establish lasting customer relationships.

E-CommerceInformation TechnologyOffice Supplies

Responsibilities

Revenue responsibility of $30-40M

Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Prioritized Insights and SFDC)

Profitably grow book of business by hunting programming and all opportunities across the full account hierarchy

Partner with Outside Developers to drive sales through program compliance at all account sites

Lead Key Account selling team (i.e. category experts, site development, CSM, sales engineers, etc.) to execute account growth plan

Collaborate 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

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

Qualification

Business developmentConsultative sellingClient managementPresentation skillsSales budget managementCustomer data analysisMicrosoft OfficeNegotiation skillsAdaptabilityTeam collaboration

Required

Experience and proven track record of managing programs or business development

Solid knowledge of Office Supplies including facility and breakroom, technology products, business furniture, print and promotional products

Ability to interface at customer's most senior levels

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

Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills

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