Key Account Executive Commercial

Staples; Chicago (IL); On-site; USD 100,000 - 170,000; Full time

Benefits offered by this job

Inclusive culture

Flexible PTO and holidays

Discount programs and 401(k)

Bonuses or variable compensation

Job summary

Staples is seeking a Senior Key Account Executive to drive account growth and profitability by securing incremental and renewal contracts across all product categories. The role engages Economic and Technical Buying Influences remotely by phone, video, and in person, and works with category experts to penetrate and grow accounts.

The position leads a cross-functional selling team, maps growth strategies, and collaborates with Revenue Management to optimize pricing while expanding opportunities

Qualifications

• Proven track record in selling to senior-level contacts
• Experience managing programs or business development
• Experience with consultative and solution selling
• Ability to interface with Fortune 1000 accounts

Responsibilities

• Lead Key Account selling team to execute account growth plan
• Drive incremental and renewal contracts with EBIs/TBIs
• Collaborate with Revenue Management for pricing opportunities
• Engage senior executives and manage relationships
• Report customer engagement using prescribed tools (SFDC)
• Grow book of business across categories and sites
• Coordinate with cross-functional partners (CSM, category experts)
• Communicate growth strategies and customer value to leadership

Skills

Strategic selling

Account management

Negotiation

Presentation skills

Relationship building

Team leadership

Data analysis

Education

Bachelor’s degree

High school diploma or GED

Tools

Salesforce

Microsoft Office

Job description

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

• Strong drive and a desire to win
• Strong aversion to complacency
• Proven ability to view rejection as a learning opportunity and double down on next best actions
• Experience and proven track record of managing programs or business development
• Ability to interface at customer’s most senior levels
• Strong ability to develop and deliver presentations
• Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
• Ability to set targets, design customer growth plans and work with product category sales team members
• Strong business, financial, operations and technology acumen
• Ability to analyze customer data, business, and industry trends to create tailored solutions for customers based upon Staples value proposition
• Ability to function independently with minimal daily supervision
• Experience and proven track record of managing programs or business development
• Ability to interface at customer’s most senior levels
• Strong ability to develop and deliver presentations face to face and virtually
• Ability design strategic customer growth plans and work with product category sales team members
• Strong business, financial, operations and technology acumen
• Ability to analyze customer data, business, and industry trends to create tailored solutions for customers based upon Staples value proposition
• Ability to function independently with minimal daily supervision
• Negotiating: Individual will oversee pricing negotiations for specific sales opportunities.
• Lead Team selling: Individual will be responsible for coordinating and executing account planning processes in conjunction with category experts and customer experience teams.
• Adaptable to change

Qualifications

Basic Qualifications

• High school diploma or GED
• 4-6 years successful sales experience
• 4-6 years experience in Office Supplies including facility and breakroom, technology products, business furniture, print and promotional products
• 3+ years experience in Microsoft Office and other basic software tools
• 4-6 years experience in consultative selling, solutions selling, insight selling, negotiation and advanced client management skills

Preferred Qualifications

• Bachelor’s degree
• Proficient in Microsoft Office and other basic software tools
• Worked cross-functionally in a large, complex company
• Prior account management and prospecting experience with Fortune 1000 accounts
• Had responsibility for a sales budget and track record of exceeding quota
• Managed a complex deal shaping from start to finish
• Experience with business-to-business sales process
• Had responsibility to retain and grow accounts

We Offer

• Inclusive culture with associate-led Business Resource Groups
• Flexible 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 benefits
• The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate's experience, skill set, education, geography, business considerations, and internal equity. In addition to base pay, this role may be eligible for bonuses, or other forms of variable compensation.