Sr Inside Account Executive SLED

Staples Inc.•Framingham, MA

19h

About The Position

Our world-class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills, and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales. As a Sr Inside Account Executive SLED, you will be responsible for driving account growth and profitability strategy for Complex customers, 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 by daily outbound sales activities. Senior Account Executives are also responsible for teaming with Outside Developers to penetrate and grow accounts at the site and end-user level and customer experience teams to support and add value to our customers’ purchasing process. This is a strategic selling position, expected to engage contacts daily virtually by phone, video, and utilizing digital tools. The Senior Inside Account Executive (SLED) is responsible for driving account growth, profitability, and long-term customer partnerships within a complex ($50K–$500K) account portfolio.

Requirements

Strong drive and a desire to win, paired with a resilient mindset that turns rejection into learning opportunities.
Proven consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills.
Ability to set targets, design customer growth plans, and collaborate effectively with product category sales team members.
Advanced business, financial, operations, and technology acumen for analyzing customer data and industry trends.
Experience interfacing with customers at the most senior levels, delivering compelling presentations both virtually and in person.
Adaptability to change and strong time management skills in a fast-paced organization.
Ability to function independently with minimal daily supervision.
Demonstrated track record of managing programs or business development, exceeding sales quotas, and retaining/growing accounts.
Effective communication and relationship building skills, with a focus on delivering value to customers.
Expertise in product selection and standardization based on customer industry buying processes.
Solid knowledge of office supplies, facility and breakroom products, technology, furniture, print, and promotional products.
Minimum of higher secondary or vocational education.
At least 4 years of successful sales experience with government and education clients.
Proficient in Microsoft Office and other basic software tools.
Experience in pricing negotiations for specific sales opportunities.

Nice To Haves

Bachelor’s degree.
Prior account management and prospecting experience in a medium to large, complex company.
Experience working cross-functionally and responsibility for a sales budget with a track record of exceeding quota.
Managed complex deal shaping from start to finish.
Experience working with government and education co-ops.
Experience with business-to-business sales processes.

Responsibilities

Manage approximately 100 accounts with an average annual revenue responsibility of around $16M.
Drive profitable growth by identifying and securing incremental and renewal contractual commitments from key economic and technical buying influences.
Conduct daily outbound sales activities, engaging contacts virtually by phone, video, and digital tools.
Partner with Outside Developers to penetrate and expand accounts at the site and end-user levels.
Utilize prescribed selling tools to prioritize activities, document customer engagement, and optimize efficiency.
Collaborate with category experts, customer support, and revenue management teams to execute account plans and deliver optimal customer experiences.
Negotiate pricing and contract/service agreements directly with customers, making discretionary decisions based on account knowledge.
Implement and ramp wins driving compliance to new and existing programs for customers.
Establish and maintain relationships with senior executive team members within your customer base.
Integrate customer feedback into sales approach and provide valuable insights to leadership and support teams.