Key Account Executive Commercial at Staples Inc.
United States
<p class="MsoNormal" style="background-color: white; margin-bottom: 9pt; vertical-align: middle;"><span style="color: black; font-family: Arial, sans-serif;">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.</span></p><p class="MsoNormal" style="background-color: white; margin-bottom: 9pt; vertical-align: middle;"><span style="color: black; font-family: Arial, sans-serif;"><span lang="EN-GB"><strong>What you’ll be doing:</strong></span></span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Prioritized Insights and SFDC).</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Lead Key Account selling team (i.e. category experts, site development, CSM, sales engineers, etc.) to execute account growth plan</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">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.</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">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</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Expertise of customer industry buying process’ and ability to support product selection and standardization of SA.com products assortments</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Engage CSM to manage customer experience and complete customer maintenance requests</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">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</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Establishes and maintains business management relationships with the senior executive team members within customer base</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Drives incremental sales and profitability</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Ability to create growth strategy based on customer needs</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Executing strategies defined by Senior Leadership Team</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Integrates feedback from customers into their sales approach</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Works to provide Staples solutions and value to customer challenges and situations.</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Provides critical feedback from customers to leadership and support teams</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Growth strategy across customers/sites</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Account assortment and pricing</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Internal Teaming: Individual will need to communicate and work closely with many internal partners such as Revenue Management, Category Specialists, and Support teams</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Customer Communications: Individual is responsible to communicate with prospects and customer daily in a professional manner, displaying high level of business acumen</span></p><p class="ulli" style="margin-left: 0.5in;"><span style="font-family: Arial, sans-serif;"> </span></p><p class="ulli"><span style="font-family: Arial, sans-serif;"> </span></p><p class="MsoNormal"><span style="font-family: Arial, sans-serif;"><span lang="EN-GB"><strong>What you bring to the table:</strong></span></span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Strong drive and a desire to win</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Strong aversion to complacency</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Proven ability to view rejection as a learning opportunity and double down on next best actions</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Experience and proven track record of managing programs or business development</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Ability to interface at customer’s most senior levels</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Strong ability to develop and deliver presentations</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Ability to set targets, design customer growth plans and work with product category sales team members</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Strong business, financial, operations and technology acumen</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Ability to analyze customer data, business, and industry trends to create tailored solutions for customers based upon Staples value proposition</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Ability to function independently with minimal daily supervision</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Experience and proven track record of managing programs or business development</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Ability to interface at customer’s most senior levels</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Strong ability to develop and deliver presentations face to face and virtually</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Ability design strategic customer growth plans and work with product category sales team members</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Strong business, financial, operations and technology acumen</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Ability to analyze customer data, business, and industry trends to create tailored solutions for customers based upon Staples value proposition</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Ability to function independently with minimal daily supervision</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Negotiating: Individual will oversee pricing negotiations for specific sales opportunities.</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Lead Team selling: Individual will be responsible for coordinating and executing account planning processes in conjunction with category experts and customer experience teams.</span></p><p class="ulli" style="margin-left: 0.5in; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Adaptable to change</span></p><p class="AMSTablecopybold"><span style="color: windowtext;"><span lang="EN-GB" style="font-size: 10pt; line-height: 107%;"><strong>Qualifications:</strong></span></span></p><p class="MsoNormal" style="background-color: white; margin-bottom: 9pt; vertical-align: middle;"><span style="color: black; font-family: Arial, sans-serif;"><span lang="EN-GB"><strong>What’s needed</strong>- Basic Qualifications:</span></span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">High school diploma or GED</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">4-6 years successful sales experience</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">4-6 years experience in Office Supplies including facility and breakroom, technology products, business furniture, print and promotional products</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">3+ years experience in Microsoft Office and other basic software tools</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">4-6 years experience in consultative selling, solutions selling, insight selling, negotiation and advanced client management skills</span></p><p class="MsoNormal" style="background-color: white; vertical-align: middle;"><span style="font-family: Arial, sans-serif;"><span lang="EN-GB"><strong> </strong></span></span></p><p class="MsoNormal" style="background-color: white; vertical-align: middle;"><span style="font-family: Arial, sans-serif;"><span lang="EN-GB"><strong> </strong></span></span></p><p class="MsoNormal" style="background-color: white; vertical-align: middle;"><span style="color: black; font-family: Arial, sans-serif;"><span lang="EN-GB"><strong>What’s needed</strong>- Preferred Qualifications:</span></span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Bachelor’s degree</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Proficient in Microsoft Office and other basic software tools</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Worked cross-functionally in a large, complex company</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Prior account management and prospecting experience with Fortune 1000 accounts</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Had responsibility for a sales budget and track record of exceeding quota</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Managed a complex deal shaping from start to finish</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Experience with business-to-business sales process</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Had responsibility to retain and grow accounts</span></p><p class="MsoNormal" style="background-color: white; vertical-align: middle;"><span style="font-family: Arial, sans-serif;"><span lang="EN-GB"> </span></span></p><p class="MsoNormal" style="background-color: white; vertical-align: middle;"><span style="color: black; font-family: Arial, sans-serif;"> </span></p><p class="MsoNormal" style="background-color: white; margin-bottom: 9pt; vertical-align: middle;"><span style="color: black; font-family: Arial, sans-serif;"><span lang="EN-GB"><strong>We Offer:</strong></span></span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Inclusive culture with associate-led Business Resource Groups</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)</span></p><p class="ulli" style="margin-left: 31.5pt; text-indent: -0.25in;"><span style="font-family: Symbol;"><span>·</span><span style="font: 7pt "Times New Roman";"> </span></span><span style="font-family: Arial, sans-serif;">Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more </span><a href="https://careers.staples.com/Staples-Life/Benefits"><span style="color: windowtext; font-family: Arial, sans-serif;"><span style="text-decoration: none;">perks and benefits</span></span></a></p> <br>Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.
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