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Strategic Account Leader- Columbus, OH

Function: Outside Sales
Location: , Columbus, OH US
Date posted: 4/30/2018 2:52:14 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1045727
Description
OUTSIDE SALES ROLE IN OUR COMMERCIAL ENTERPRISE DIVISION

 

Position Summary:
The Strategic Account Leader (SAL) is responsible for managing and leading our engagement with smaller commercial accounts in order to increase revenue and profit. This is done by providing solutions tailored to customer needs, achieving sales targets in all product categories and positioning Staples with key executives and decision makers. This position also requires knowledge of key product categories including: Office Supplies, Furniture, Facilities and Break Room Supplies, Technology and Print. The SAL will be expected to interface and lead the interactions with customers, other departments, other SALs and all levels of the Staples organization to meet customer needs and drive sales.

Primary Responsibilities:
  • Manage and drive sales growth, gross profit margin, product category penetration and other key metrics with assigned all accounts
  • Develop and execute specific sales plans to achieve sales and margin targets
  • Establish and maintain relationships with customers based upon Staples value proposition as provider of solutions tailored to their individual needs
  • Cultivate and safeguard (along with product category specialists) the overall customer relationship by interfacing with customer’s highest buying and management level
  • Analyze sales trends, reports and other data to determine long term strategic growth plans
  • Manage program implementation for all new customers
  • Manage contract renewal process, program updates and expansion for all customers in the territory
  • Utilize salesforce.com to track account and planning activities  
  • Achieve key components of monthly performance metrics: sales quota, incremental opportunity wins, active funnel targets, and identify new decision makers within all accounts
  • Collaborate with product category resources to close programmatic solution opportunities within small accounts


 


Qualifications
QUALIFICATIONS
Basic: 
  • High School Diploma/GED required
  • Minimum of 4-6 years of business development experience
  • Experience and proven track record of managing programs or business development
  • Solid knowledge of Office Supplies including: facility and breakroom, technology products, business furniture, print and promotional products
  • 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 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

    Preferred:
    • Bachelor's Degree preferred

    Additional Information:

    Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.
 

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