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Acquisition Account Manager

Function: Outside Sales
Location: SPP Canada - Montreal, Montreal, Quebec CA
Date posted: 9/10/2019 12:05:18 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1101342



Staples’ Promotional Products Division (SPP) is the world's most trusted source for branded solutions.  We are Designers, Curators, and Brand Champions.  We are committed to providing outstanding service and exceptional value by being your business partner in brand development. That's why companies large and small, all over the world, turn to us for the resources they need to increase brand reach and visibility.


Our products do more than just promote your clients’ brands, they tell a story about who they are.

Our team of trusted experts, innovative offerings, strategic relationships and happy clients – allow Staples to stay a continued leader in the promotional products industry.


***Learn more about what we do:





Staples, The Working and Learning Company.  Career opportunities to help you work, learn and grow!


Job Summary

                 The Acquisition Account Manager will report to the Director Of Business Development and drive new business growth through proactive proposals, presentations and account management excellence to new and existing clients in the Enterprise/ Large Account space 

                 The Acquisition Account Manager is responsible for achieving team sales and profit goals and designing and implementing strategic business plans and reviews for Enterprise Accounts 

                 The Acquisition Account Manager handles incoming quote requests for Enterprise Accounts (key major accounts who spend over $250,000 per year, have a contract with SPP, and have both program and special-order business requirements) and Non-Enterprise Accounts, as well as completes the order-entry form to submit order requests to the Special-Order Team

                 The Acquisition Account Manager will also participate in a mandatory 18-month Strategic Account development program with course curriculum, Miller Heiman Professional Selling Skills training and experiential learning opportunities


Job Responsibilities

                 Develops and executes Proactive Marketing - Business Development Strategies to identify New Clients and to provide organic growth for existing key accounts

                 Works with the Director, Business Development to develop target account strategy, prospect lists, existing account business development best-practices

                 Achieves revenue, gross margin and account targets through sales to new and existing clients

                 Prospecting – Networking - Funnel Management

                 Presentations, proposals and pitches

                 Handles incoming quote requests for Prospects and key Accounts

                 Ensures margin is at plan for each client and across the team

                 Ensures SPP is within contracted inventory levels for key program clients

                 Maintains knowledge of client contracts and keeps them current collaborating with Strategic Account Managers and Regional Sales Managers

                 Manages account profitability and discusses the results with the team and with the customer upon request

                 Responds immediately to inquiries, issues and customer complaints 

                 Increases sales by staying current with thought leadership, new products, trends

                 Develops documents and implements marketing strategies to penetrate prospect contacts, existing clients, to grow accounts and increase revenue

                 Researches and prepares proposals to ensure maximum profit and market competitiveness


Innovation and Change

                 Works with the Business Development to develop unique strategies for new business acquisition, and to improve business best-practices


Internal & External Customers / Suppliers as well as Third Parties

                 Strategically plans for key Prospects and Accounts through management of the sales process: understanding customer strategies and decision-making processes, forecasting new business, managing the sales funnel/following through in order to gain more business and maintain customer relationships

                 Acts as a liaison between SPP and customers with regards to invoicing and service concerns


People Leadership

                 Coordinates, leads, trains and supports new business and existing client growth efforts with team resources (E.g. Special-Order Representative, Marketing, Program Specialist, Merchandising, Finance)

                 Works with Special Order Team to ensure that all Special-Order orders are placed and delivered according to the customer requirements

                 Collaborates with the program team to manage all aspects of the program business


Business Strategy

                 Sets growth targets and designs growth plans 

                 Researches, contacts, qualifies, prepares, plans and presents packaged solutions to grow existing and acquire new accounts


Key Performance Indicators

                 Topline Sales Goals & Growth

                 Margin Percentage Goals & Growth

                 18-Month Professional Development Course Curriculum Completion




                 2-5 years sales and/or customer service experience.

                 Experience in the Promotional Merchandise Industry preferred.



                 University or college diploma in sales or business or equivalent working experience within a B2B sales environment is preferred


Professional Certifications / Licenses

                 CSP designation or CPSA graduate is preferred


Other Skills

                 Bilingual capabilities a plus


Staples is an equal opportunity employer and an accommodation will be provided during the hiring process if requested.

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