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Senior Manager, Sales Operations

Function: Strategy
Location: , Framingham, MA US
Date posted: 9/10/2019 12:02:10 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1100511


Prospect Desk – Senior Manager


The Staples North American Delivery [NAD] segment, focusing on B2B customers, is looking to hire a Senior Manager to lead the company’s Prospect Desk within our Sales Operations function. This role supports our sales teams with the goal of focusing selling efforts towards high value customer prospects and enabling our overall business development efforts.  


He/she will be tasked with leading a team that will drive a sustained, high-value supply of business development sales opportunities to the field. They will lead and coach a team of high performing Prospect Desk analysts. They will interface with various areas of the business to forecast viability of various prospect sources and be accountable for their results. They will host BD Sales leadership meetings and serve as a trusted advisor to the sales team’s success. The candidate will strongly influence, drive and impact the results of the Staples B2B business development sales organization by owning and constantly improving the Prospect Desk function.

  • Role will be responsible for leadership of the Prospect Desk team. This includes close partnership with our business development salesforce to ensure optimal execution and strategic alignment.
  • Serve as face of the team directly with the Business Development Sales leaders and peer Sales Support departments.
  • Play lead role in expanding the Prospect Desk function and iteratively improving its capabilities.
  • Serve as owner of all Business Development rules of engagement.
  • Serve as owner of all Prospect Evaluation and Scoring Models.
  • Serve as intermediary between Sales and Marketing, for prospecting efforts, nurturing and campaigns.
  • Maintain an up-to date, in-depth knowledge of industry prospect sources and data standards.
  • Drive insights across the organization from Prospect Desk reporting to influence the strategic direction of Business Development.
  • Host strategic discussions to influence senior management on business decisions surrounding enhancements.
  • Internal customer interactions – will interact with leaders of Sales Ops, Sales, Finance Commissions and Strategy teams. 
KPIs– Key Performance Indicators
  • Regional Prospect Metrics – Net Deployment, Portfolio Engagement Rate, Feedback Scoring, Pipeline Speed
  • Forecasting of lead and prospect sources. Reporting and accountability to volume, quality, and results
  • Team performance (supply) against Business Development pipeline needs (demand)
  • Reporting accuracy and timeliness
  • Insightful analytics to business partners
  • Builds strong relationship with business and internal team



  • Bachelor’s degree in related field.
  • Minimum 6-8 years’ experience in sales enablement and support, data analytics, supporting technology solutions and/or sales operations.
  • Demonstrated excellence in driving cross-functional projects and/or business improvement initiatives.
  • Demonstrated excellence in leading a team and creating a new function.
  • Salesforce.com experience a plus.
  • Strong Excel knowledge with the capability to develop complex formulas to identify root causes or data patterns.
  • Attention to detail and analytical mindset.
  • Master’s degree
  • Access knowledge a plus

Staples is The Worklife Fulfillment Company, helping businesses of all sizes be more productive, connected and inspired. With dedicated account teams, category professionals, innovative brands and a curated product assortment for business, Staples provides customized solutions to help organizations achieve their goals. Interested in joining the team? Check out our perks and benefits!

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


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