Territory Sales Representative (MD/DC/WV), Healthcare

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

The B2B Sales Consultant hunts within defined territory to prospect and win net new small to medium business customers. B2Bs are also responsible to ramp and onboard net new won accounts to further expanding our customer base.  It is a high velocity sales position that leverages a prioritized call list to drive prospect engagement remotely by phone, video, face to face, and utilizing digital tools. 

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

What you’ll be doing:

·       Exhibit effective appointment setting skills and set the required number of appointments each week with the correct decision makers.

·       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

·       Create sticky accounts which will continue to purchase from Staples

·       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 and  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