Key Account Executive, Commercial (Regional Remote)

Staples Advantage Canada; Denver (CO); Remote; USD 70,000 - 100,000; Full time

Job summary

Join a leading business-to-business company as a Key Account Executive in Denver. You will develop and implement account growth strategies, manage customer relationships, and leverage your sales expertise to drive profitability. We offer an inclusive culture, flexible PTO, and benefits that support your success.

Benefits

Flexible PTO (22 days)

Paid holidays (7 observed)

401(k) matching

Wellness programs

Retail and online discounts

Qualifications

• 4-6 years of successful sales experience.
• Experience in B2B sales processes.
• Ability to interface with senior customer levels.

Responsibilities

• Drive account growth and profitability strategies.
• Collaborate with Revenue Management for pricing opportunities.
• Lead the Key Account selling team to execute growth plans.

Skills

Negotiation

Team selling

Analytical skills

Presentation skills

Consultative selling

Education

High school diploma or GED

Bachelor's degree

Tools

Microsoft Office

Basic software tools

Job description

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

Responsible for driving account growth and profitability strategies, primarily by securing incremental and renewal contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all product categories. The role also involves driving sales at customer sites and with Power Users. Key Account Executives are responsible for mapping account growth strategies and teaming with category experts to penetrate and expand accounts, adding value to the customer purchasing process. This is a strategic selling position, engaging contacts remotely via phone, video, face-to-face meetings, and digital tools.

What you’ll be doing:

1. Utilize prescribed selling tools to prioritize activities, drive efficiency, and document customer engagement (e.g., Prioritized Insights and SFDC).
2. Lead the Key Account selling team (category experts, site development, CSM, sales engineers, etc.) to execute the account growth plan.
3. Collaborate with Revenue Management on opportunities for discretionary pricing based on account knowledge and future spend potential, including passing BPIs based on contract language.
4. Exhibit high business acumen and sales methodologies to discover opportunities, align with customer initiatives (e.g., I&D, sustainability, HR), and understand the competitive landscape.
5. Support product selection and standardization of SA.com products based on industry buying processes.
6. Engage Customer Service Management (CSM) to manage customer experience and complete maintenance requests.
7. Grow the business profitably by pursuing programmatic and transactional opportunities across all categories at the master account level, ensuring program compliance at all sites.
8. Establish and maintain relationships with senior executives within the customer base.
9. Drive incremental sales and profitability.
10. Create growth strategies based on customer needs.
11. Implement strategies set by Senior Leadership.
12. Incorporate customer feedback into sales approaches.
13. Provide solutions and value addressing customer challenges.
14. Relay critical customer feedback to leadership and support teams.
15. Develop growth strategies across customers and sites.
16. Manage account assortment and pricing.
17. Work closely with internal teams such as Revenue Management, Category Specialists, and Support teams.
18. Communicate professionally with prospects and customers daily, demonstrating high business acumen.

What you bring to the table:

• Strong drive and desire to succeed.
• Resilience to rejection and ability to learn from it.
• Experience in managing programs or business development.
• Ability to interface with senior customer levels.
• Strong presentation skills, both face-to-face and virtual.
• Proficiency in consultative, solutions, insight selling, negotiation, and client management.
• Ability to set targets, design growth plans, and collaborate with sales teams.
• Strong business, financial, operational, and technological understanding.
• Analytical skills to interpret customer data and industry trends for tailored solutions.
• Ability to work independently with minimal supervision.
• Negotiation skills, especially for pricing discussions.
• Experience leading team selling and account planning processes.
• Adaptability to change.

Qualifications:

Basic Qualifications:

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

Preferred Qualifications:

• Bachelor’s degree.
• Proficiency in Microsoft Office and other software tools.
• Experience working cross-functionally in large companies.
• Prior account management and prospecting experience with Fortune 1000 accounts.
• Responsibility for sales budgets and exceeding quotas.
• Experience managing complex deal shaping from start to finish.
• Experience in B2B sales processes.
• Responsibility for retaining and growing accounts.

We Offer:

• An inclusive culture with associate-led Business Resource Groups.
• Flexible PTO (22 days) and paid holidays (7 observed).
• Perks include online and retail discounts, 401(k) matching, wellness programs, and more.