Key Account Executive - Commercial

Staples Account Executive

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

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.

What you'll be doing :

• Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex : Prioritized Insights and SFDC).
• Lead Key Account selling team (i.e. category experts, site development, CSM, sales engineers, etc.) to execute account growth plan
• 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.
• 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
• 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
• Establishes and maintains business management relationships with the senior executive team members within customer base
• Drives incremental sales and profitability
• Ability to create growth strategy based on customer needs
• Executing strategies defined by Senior Leadership Team
• Integrates feedback from customers into their sales approach
• Works to provide Staples solutions and value to customer challenges and situations.
• Provides critical feedback from customers to leadership and support teams
• Growth strategy across customers / sites
• Account assortment and pricing
• Internal Teaming : Individual will need to communicate and work closely with many internal partners such as Revenue Management, Category Specialists, and Support teams
• Customer Communications : Individual is responsible to communicate with prospects and customer daily in a professional manner, displaying high level of business acumen

What you bring to the table :

Qualifications :

What's needed - Basic Qualifications :

What's needed - Preferred Qualifications :

We Offer :