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Category Merchant - Managed Print Services

Function: Merchandising/Buying
Location: Staples Corporate Center, Framingham, MA US
Date posted: 4/30/2018 3:03:38 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1040112

Position Summary


Staples is investing to grow the Managed Print and Copier Business’s with a goal of becoming a top reseller in the Commercial channel. To support the expansion and growth, we are seeking to hire Category Merchants of Managed Print Services with deep channel sales background and experience within the Copier sales industry to develop and accelerate Staples growth.   


The Category Merchant of MPS will apply a deep and broad understanding of the Copier market and Managed Print services to develop a strategic go forward business plan with vendor partners, sales teams and senior leadership.  This role will be expected to work closely with largest vendor partners in the space and drive Staples MPS financials. 




  • Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives.
  • Works on problems of diverse complexity and scope.
  • May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.
  • Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations.
  • May seek advice to make decisions on complex business issues.
  • Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations.
  • Establishes and maintains strategic plans to promote sales and profit growth.
  • Transactional and relationship selling working within a team of selling professionals.
  • Establishes relationship with vendors and internal stake holders at all organization levels including senior executives.



Education and Experience Required:

·         Bachelor's degree

·         Typically, 5-8 years of selling experience at end-user account or partner level.

·         Experience in selling to partners in a complex Commercial or VAR/BTA environment.


Knowledge and Skills:

·         Solid understanding of the print and copier industry, competing vendors, and the Commercial channel.

·         Solid understanding of typical vendor organizations & operations, including key business rules, and alignment with go-to-market strategies, partner segmentation, key programs & initiatives, structure.

·         Solid understanding of many of vendor products, software, and services. Able to communicate the strengths of offerings, and overcome objections.

·         Effectively sells Staples offerings by building strategic relationships and go to market plans with partner decision makers and sales teams

·         Partners effectively with others in the organization including sales, marketing, IT and Senior leadership to ensure key metrics are achieved

·         Solid understanding of pipeline management discipline and ability to explain benefits to vendors

·         Provide feedback to marketing on content development needs

What you bring to the job:

  • Bachelor’s degree in Business, Marketing or Communications; Master’s degree preferred
  • Experience developing go market print and MPS strategies working with vendor partners and sales teams
  • Direct experience with channel partners – preferably copier dealers or managed print service providers
  • Ability to understand complex business processes, and guide partners through them
  • Highly creative, self-motivated individual with drive, confidence, and the ability to influence and persuade others
  • Ability to drive for results in a high pressure, environment with extreme deadlines
  • Experience identifying and aligning cross- organizational plans to drive consistent campaign messaging and execution.

Your expected knowledge and skills to perform the role: 

·         In-depth knowledge of marketing principles, practices, tactics and tools.

·         Excellent communications & presentation skills

·         Excellent analytical skills 

·         Strong interpersonal skills; ability to work with virtual teams.

·         Strong negotiating skills.

·         Some travel required

·         Excellent project management skills 

·         Ability to interface effectively with multiple levels of management and functional disciplines.

·         Strong ability to influence and drive consensus and execute strategies for driving sales and margin, and competitive differentiation.


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



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