Key Account Executive

This is a fully remote position, open to applicants in Illinois, +2 more states.

📋 Description

• Propel account growth and profitability strategies by securing both incremental and renewal contractual commitments from Economic and Technical Buying Influences.

• Foster sales at various sites and engage Power users across different product categories.

• Develop account growth strategies in collaboration with category experts to penetrate and expand accounts.

• Connect with contacts remotely via phone, video, face-to-face interactions, and digital tools.

• Employ designated selling tools such as Prioritized Insights and SFDC to prioritize activities, document customer interactions, and manage information.

• Lead the Key Account selling team, which includes category experts, site development, CSMs, and sales engineers, to implement account growth plans.

• Work alongside Revenue Management on discretionary pricing decisions and pass BPIs in accordance with contract language.

• Identify incremental opportunities, align with customer visions and initiatives, and comprehend the competitive landscape.

• Assist in product selection and standardization of Staples.com product assortments.

• Engage CSMs to oversee customer experience and fulfill customer maintenance requests.

• Profitably expand the book of business through programmatic and transactional opportunities at the master account level.

• Drive sales by ensuring program compliance at account sites.

• Establish and nurture business management relationships with senior customer executives.

• Generate incremental sales and profitability.

• Develop growth strategies based on customer requirements and execute plans defined by Senior Leadership.

• Incorporate customer feedback into sales strategies and provide essential feedback to leadership and support teams.

• Manage account assortment and pricing effectively.

• Communicate and collaborate closely with Revenue Management, Category Specialists, and Support teams.

• Maintain daily professional communication with prospects and customers.

• Oversee pricing negotiations for specific sales opportunities.

• Coordinate and implement account planning with category experts and customer experience teams.

⛳️ Requirements

• High school diploma or GED required.

• 4-6 years of successful sales experience.

• 4-6 years of experience in Office Supplies, including facility and breakroom products, technology items, business furniture, print, and promotional products.

• 3+ years of proficiency in Microsoft Office and other basic software tools.

• 4-6 years of experience in consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills.

• Strong motivation and a desire to succeed.

• Significant aversion to complacency.

• Demonstrated ability to view rejection as a learning opportunity and to focus on subsequent actions.

• Experience and a proven track record in managing programs or business development.

• Capacity to interface with senior-level customers.

• Strong ability to develop and deliver presentations both face-to-face and virtually.

• Competence in setting targets, designing customer growth plans, and collaborating with product category sales team members.

• Strong understanding of business, financial operations, and technology.

• Ability to analyze customer data, business, and industry trends to create customized solutions based on Staples' value proposition.

• Capability to work independently with minimal daily supervision.

• Adaptable to change.

• Bachelor’s degree preferred.

• Proficient in Microsoft Office and other basic software tools.

• Experience working cross-functionally in a large, complex organization.

• Prior experience in account management and prospecting with Fortune 1000 accounts.

• Responsible for managing a sales budget and a track record of exceeding quotas.

• Experienced in managing a complex deal from inception to completion.

• Familiarity with the business-to-business sales process.

• Responsible for retaining and growing accounts.

🏝️ Benefits

• An inclusive culture supported by associate-led Business Resource Groups.

• Flexible PTO policy offering 22 days.

• Holiday Schedule including 7 observed paid holidays.

• Discounts available for online and retail purchases.

• Company matching for 401(k) contributions.

• Programs focused on physical and mental health wellness.

• Additional perks and benefits.

• Potential eligibility for bonuses or other forms of variable compensation.