Strategic Account Manager – Furniture

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

📋 Description

• Take ownership of furniture sales growth and profitability for designated group purchasing organizations, integrated delivery networks, and consortiums throughout the U.S.

• Establish and nurture relationships with senior customer executives and national agreement partners.

• Create annual business strategies aimed at expanding accounts, enhancing relationships, and boosting profitability.

• Oversee furniture contract negotiations, amendments, renewals, pricing, and service agreements.

• Assess pricing specifications and contract stipulations for adherence and opportunities for operational profit.

• Collaborate with business development, account management, sales, legal, pricing, and other departments on deal strategy, RFPs/RFIs, legal agreements, and evaluations of customer programs.

• Organize reporting on integrated delivery network and consortium sales, covering contract compliance, rebates, and pricing obligations.

• Educate and mentor Business Development and Account Executive teams on consortium initiatives and growth tactics.

• Convert customer feedback, market trends, and business insights into effective furniture sales strategies.

• Contribute to initiatives aimed at acquiring new clients and enhancing profitable sales with current customers.

• Manage approximately $50 million in annual sales responsibility.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

• Over 8 years of relevant experience managing large and complex customer accounts.

• Proven track record in negotiating customer pricing, contracts, renewals, amendments, or service agreements.

• Proficient in utilizing business and financial analyses to inform sales or pricing decisions.

• Experienced in developing account plans or sales strategies focused on growth and profitability.

• Skilled in presenting recommendations to senior customer or business leaders.

• Previous experience in furniture sales or within the contract furniture sector is preferred.

• Familiarity with supporting group purchasing organizations, integrated delivery networks, consortiums, or other large national customer agreements is preferred.

• Background in working with healthcare clients and understanding healthcare terminology is preferred.

• Experience with supply chains and a variety of product or service lines is preferred.

• Proven ability to lead programs, projects, or cross-functional initiatives without direct people-management authority is preferred.

• Strong executive-level communication and presentation skills, both virtually and in-person.

• Consultative negotiation approach that balances customer needs with profitable business outcomes.

• Robust business, financial, operational, and technology acumen.

• Ability to work independently with minimal day-to-day supervision.

• Staples is an Equal Opportunity Employer.

🏝️ Benefits

• Inclusive culture with associate-led Business Resource Groups.

• Flexible PTO (22 days).

• Holiday Schedule (7 observed paid holidays).

• Online and Retail Discounts.

• Company Match 401(k).

• Physical and Mental Health Wellness programs.