Key Account Executive, Commercial

This is a fully remote position, open to applicants in Texas.

📋 Description

• Drive account expansion and profitability by securing additional and renewal contractual commitments from both economic and technical decision-makers.

• Foster sales at customer sites and engage with key power users.

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

• Connect with contacts remotely through phone, video, in-person meetings, and digital platforms.

• Utilize prescribed sales tools to prioritize activities, enhance efficiency, and document customer interactions and information.

• Lead key account sales teams, including category experts, site development, Customer Success Managers (CSMs), and sales engineers, to implement account growth initiatives.

• Work with Revenue Management on discretionary pricing decisions and contract-language Business Process Improvements (BPIs).

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

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

• Collaborate with CSMs to manage customer experience and handle maintenance requests.

• Profitably expand the book of business through programmatic and transactional opportunities while ensuring program compliance.

• Build and maintain business relationships with senior customer executives.

• Propel incremental sales and profitability.

• Develop and implement customer growth strategies.

• Incorporate customer feedback into sales strategies and relay insights to leadership and support teams.

• Manage customer assortment and pricing.

• Maintain close communication and collaboration with Revenue Management, Category Specialists, and Support teams.

• Professionally interact with prospects and customers on a daily basis.

• Oversee pricing negotiations for specific sales opportunities.

• Coordinate and execute account planning alongside category experts and customer experience teams.

⛳️ Requirements

• High school diploma or GED.

• 4–6 years of proven sales experience.

• 4–6 years of experience in office supplies, including facility and breakroom, technology products, business furniture, print, and promotional items.

• 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.

• Strong motivation and desire to succeed.

• Established track record in program management or business development.

• Capability to engage with customers at the executive level.

• Skill in developing and delivering presentations both in person and virtually.

• Ability to set objectives and design customer growth plans.

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

• Ability to analyze customer data and industry trends to craft tailored Staples solutions.

• Capacity to work independently with minimal supervision.

• Competence in managing pricing negotiations.

• Ability to coordinate account planning in collaboration with category experts and customer experience teams.

• Flexibility to adapt to changes.

• Preferred: Bachelor’s degree.

• Preferred: Proficiency in Microsoft Office and other basic software tools.

• Preferred: Cross-functional experience within a large, complex organization.

• Preferred: Experience in account management and prospecting with Fortune 1000 clients.

• Preferred: Responsibility for a sales budget with a history of exceeding quotas.

• Preferred: Experience managing complex deals from inception to completion.

• Preferred: Familiarity with business-to-business sales processes.

• Preferred: Responsibility for retaining and growing client accounts.

🏝️ Benefits

• Inclusive culture supported by associate-led Business Resource Groups.

• Flexible PTO (22 days).

• Holiday Schedule (7 observed paid holidays).

• Discounts for online and retail purchases.

• Company Match 401(k).

• Wellness programs for physical and mental health.

• Additional perks and benefits.