Staples, Inc.
Business Developer SLED
Staples, Inc., Saint Louis, Missouri, United States, 63103
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 opportunitiesEffectively partner with Account Management to determine site hunting strategy within existing accountsEffectively partner with GPO FSDs to understand contractual complexity and refine net new logo strategy within the Complex segmentTravel to meet clients face to face & walk the halls of new sites to maintain and grow sales relationships across the account hierarchyDevelop expertise on contract & coop availability within designated geographiesInfluences on the spot pricing decisions in order to cultivate a seamless customer experienceManage sales funnel to close opportunitiesEffective 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 saleUtilize 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 wonImplements and ramps wins driving compliance to new account/programExpertise of prospect industry buying process' and ability to support product selection and standardizationExperience in Education, State & Local beneficial but not requiredCreate sticky accounts which will continue to purchase from StaplesExecuting strategies defined by Senior Leadership TeamIntegrates feedback from prospects into their sales approachNew customer assortment and pricingInternal Teaming: Individual will need to communicate and work closely with Category Specialists, and Support teamsCustomer 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 winStrong aversion to complacencyProven ability to view rejection as a learning opportunity and double down on next best actionsExperience and proven track record of business developmentStrong ability to develop and deliver presentations virtually and in personConsultative selling, solutions selling, insight selling, negotiation and advanced client management skillsAbility to work with product category sales team membersStrong business, financial, operations and technology acumenAbility to analyze business and industry trends to create tailored solutions for prospects based upon Staples value propositionAbility to function independently with minimal daily supervisionAbility and motivation to find, develop, and close salesDemonstrated work ethic, self-disciplinedAbility to succeed in a competitive selling or goal-oriented environmentAbility to be coached and to incorporate feedbackProfessional appearance and demeanorStrong organization and time management skillsQualifications:What's needed- Basic Qualifications:1-3 years of successful sales experience or success as a Staples B2B Sales Associate1-3 years experience in PowerPoint, Excel, and Outlook
What's needed- Preferred Qualifications:Bachelor's DegreeKnowledge of Customer Relationship Management tool (CRM)
We Offer:Inclusive culture with associate-led Business Resource GroupsFlexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more perks and benefitsAt 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.
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 opportunitiesEffectively partner with Account Management to determine site hunting strategy within existing accountsEffectively partner with GPO FSDs to understand contractual complexity and refine net new logo strategy within the Complex segmentTravel to meet clients face to face & walk the halls of new sites to maintain and grow sales relationships across the account hierarchyDevelop expertise on contract & coop availability within designated geographiesInfluences on the spot pricing decisions in order to cultivate a seamless customer experienceManage sales funnel to close opportunitiesEffective 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 saleUtilize 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 wonImplements and ramps wins driving compliance to new account/programExpertise of prospect industry buying process' and ability to support product selection and standardizationExperience in Education, State & Local beneficial but not requiredCreate sticky accounts which will continue to purchase from StaplesExecuting strategies defined by Senior Leadership TeamIntegrates feedback from prospects into their sales approachNew customer assortment and pricingInternal Teaming: Individual will need to communicate and work closely with Category Specialists, and Support teamsCustomer 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 winStrong aversion to complacencyProven ability to view rejection as a learning opportunity and double down on next best actionsExperience and proven track record of business developmentStrong ability to develop and deliver presentations virtually and in personConsultative selling, solutions selling, insight selling, negotiation and advanced client management skillsAbility to work with product category sales team membersStrong business, financial, operations and technology acumenAbility to analyze business and industry trends to create tailored solutions for prospects based upon Staples value propositionAbility to function independently with minimal daily supervisionAbility and motivation to find, develop, and close salesDemonstrated work ethic, self-disciplinedAbility to succeed in a competitive selling or goal-oriented environmentAbility to be coached and to incorporate feedbackProfessional appearance and demeanorStrong organization and time management skillsQualifications:What's needed- Basic Qualifications:1-3 years of successful sales experience or success as a Staples B2B Sales Associate1-3 years experience in PowerPoint, Excel, and Outlook
What's needed- Preferred Qualifications:Bachelor's DegreeKnowledge of Customer Relationship Management tool (CRM)
We Offer:Inclusive culture with associate-led Business Resource GroupsFlexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more perks and benefitsAt 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.