Head of Business Development- Staples Promotional Products

Staples, Inc.; Calgary; On-site; CAD 100,000 - 130,000; Full time

Job summary

A leading office supply company in Calgary is seeking a Head of Business Development. The role involves leading a team to acquire new strategic accounts in Fortune 500 firms, managing business development activities, and driving revenue growth. The ideal candidate should have extensive sales experience and excellent leadership skills.

Benefits

Inclusive culture

Vacation allotment

Discounts and wellness programs

Qualifications

• 7+ years of experience in Sales, Business Development, or Marketing.
• Proven track record in business development with Canada’s Fortune 500.

Responsibilities

• Owns the business development pipeline and is accountable for achieving annual sales targets.
• Leads a team of Business Development Executives.
• Drives strategy for prospecting and new account acquisition.
• Conducts market and competitive analysis to inform strategies.

Skills

Strategic Sales Leadership

Client Management

Market Analysis

Contract Negotiation

Team Leadership

Communication Skills

Education

Bachelor's Degree or equivalent work experience

Job description

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

While you may know Staples as the world’s leading office supply company, Staples Promotional Products – a division of Staples – is a national leader in the promotional products industry. We help customers build love for their brands with customized merchandise solutions, making it easy to design promo experiences that create lasting impact. Join our winning team!

The primary focus of the Head of Business Development is leading a team of Business Development Executives (BDEs) responsible for prospecting and creating new strategic accounts within Canada’s Fortune 500 firms. The role involves onboarding, managing, and developing BDEs who can prospect, build their funnel of mid-Enterprise opportunities, nurture leads, pitch, close opportunities, negotiate terms, and support onboarding and transition to the Sales team.

What you’ll be doing :

• Owns the SPP Canada business development pipeline and is accountable for achieving annual sales targets for invoiced new business.
• Leads a team of 4+ BD associates, overseeing hiring, onboarding, training, performance management, and team budget.
• Drives strategy for prospecting and new account acquisition, focusing on Canada’s Fortune 500 firms and strategic targets.
• Maintains a deep understanding of company capabilities, brand positioning, and the competitive landscape; advises SLT on market trends and operational focus areas based on analysis.
• Partners cross-functionally with Sales, Marketing, Merchandising, Creative, Graphics, and Account Services to execute BD strategy, improve funnel velocity, and support onboarding of new accounts.
• Oversees enablement tools, research capabilities, and tech stack, including AI-based tools, to enhance BD team effectiveness.
• Leads strategy and execution of major opportunities, sponsorships, and strategic partnerships.
• Develops and delivers high-impact pitches and proposals; leads RFP/RFQ responses in collaboration with Staples Canada, SPP Global, and HQ departments, ensuring appropriate messaging, pricing, and margins.
• Coordinates with Sales Enablement to maximize margins on large orders and renewals.
• Translates customer needs, develops proposals, negotiates, and contracts to support rapid revenue growth and long-term account success.
• Participates in Business Review meetings and reports BD progress to SLT regularly.
• Supports ongoing training and development of the sales force to align with growth strategies.

What you bring to the table :

• Strategic Sales Leadership & Growth Planning – Proven ability to develop and execute growth strategies, set targets, and drive revenue and market share expansion.
• Client & Account Management – Skilled at building, nurturing, and transitioning high-value enterprise partnerships, understanding customer needs, and articulating value propositions.
• Market & Competitive Analysis – Expertise in identifying trends, customer priorities, and competitive positioning to inform strategies.
• Contract Negotiation & Deal Structuring – Experienced in leading complex negotiations and crafting profitable deals with long-term value.
• Cross-Functional Collaboration – Strong collaborator across teams to align initiatives and achieve business objectives.
• Team Leadership & Coaching – Track record of leading, motivating, and developing high-performing sales teams.
• Financial & Operational Acumen – Understanding of pricing, margins, forecasting, and data-driven decision-making.
• Communication & Presentation Skills – Skilled in crafting proposals, delivering executive presentations, and influencing stakeholders.
• Analytical & Organizational Skills – Ability to analyze data, prioritize, manage time efficiently, and work independently.

What’s needed - Basic Qualifications :

• Bachelor's Degree or equivalent work experience.
• 7+ years of experience in Sales, Business Development, or Marketing.
• Successful track record in business development with Canada’s Fortune 500.

What’s needed - Preferred Qualifications :

• Bilingual in English and French (oral and written) is an asset.
• Consultative/Strategic selling skills, capable of interfacing with senior customers.
• Previous experience in selling Promotional Products.
• Strong analytical skills, motivation, and ability to focus and balance tasks.
• Strong business, financial, operations, and technology acumen.
• Ability to work independently with minimal supervision.

We Offer :

• Inclusive culture with associate-led Business Resource Groups.
• Vacation allotment and holiday schedule.
• Online and retail discounts, company match RRSP, wellness programs, and more!

LI-AF1

At Staples, “inclusion” is an action word. We foster an inclusive culture to ensure all employees feel valued and supported. Diversity leads to better workplaces and innovative thinking, helping us exceed customer expectations through the power of our people. Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, veteran status, disability, or other protected categories.