Business Developer SLED

Staples is business to business. You’re what binds us together.

Hunts within defined territory to pursue two main responsibilities: penetration of existing accounts by winning net new sites. 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 Account Management to build strategies for site acquisition; new site targets will be passed by Sales Ops and occasionally selected in partnership with Account Management. 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:

·       Consistently meets activity goals and daily metrics with a hunter mindset/approach - outbound dials, sell time, live contacts, and created opportunities

·       Effectively partner with Account Management to determine site hunting strategy within existing accounts

·       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

·       Create sticky accounts which will continue to purchase from Staples

·       Executing strategies defined by Senior Leadership Team

·       Integrates feedback from prospects into their sales approach

·       New customer assortment and pricing

·       Internal Teaming: Individual will need to communicate and work closely with Category Specialists, and Support teams

·       Customer Communications: Individual is responsible to communicate with prospects daily in person and face to face in a professional manner

 

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 minima