Territory Sales Representative, Commercial

📋 Description

• Actively seeks new small to medium business customers within a designated territory.

• B2B representatives are tasked with onboarding newly acquired accounts to broaden our customer base.

• This is a fast-paced sales role that utilizes a prioritized call list to enhance prospect engagement through phone, video, face-to-face interactions, and digital tools.

• Demonstrates proficient appointment-setting abilities and meets the weekly requirement for appointments with key decision-makers.

• Possesses effective selling skills.

• Applies professional selling techniques.

• Identifies incremental and programmatic needs of prospects.

• Clearly articulates Staples' value propositions, capabilities, products, and assortments across all categories.

• Skilled in overcoming objections and successfully closing sales.

• Leverages prescribed sales tools to prioritize activities, enhance efficiency, and document customer interactions and information (e.g., Priority List, Tenfold, SFDC).

• Collaborates effectively with customer support/setup teams and category specialists to advance deals to closure.

• Implements and manages wins while ensuring compliance with new accounts/programs.

• Demonstrates expertise in understanding the buying processes within the prospect's industry and supports product selection and standardization.

• Builds lasting customer relationships that encourage repeat purchases from Staples.

• Incorporates feedback from prospects into the sales strategy.

• Facilitates new customer assortment and pricing.

• Collaborates closely with Category Specialists and Support teams.

• Responsible for daily professional communication with prospects in person and face-to-face.

⛳️ Requirements

• 1-3 years of successful sales experience or demonstrated success as a Staples B2B Sales Associate.

• Over 3 years of experience with PowerPoint, Excel, and Outlook.

• Strong motivation and a competitive spirit.

• A significant aversion to complacency.

• Proven ability to view rejection as an opportunity for learning and to double down on effective next steps.

• Demonstrated experience and a successful track record in business development.

• Strong capability to develop and present ideas both virtually and in person.

• Proficient in consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills.

• Ability to collaborate with product category sales team members.

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

• Ability to analyze industry trends and craft tailored solutions for prospects based on Staples' value proposition.

• Capable of working independently with minimal supervision.

• Driven and motivated to identify, develop, and close sales.

• Exhibits a strong work ethic and self-discipline.

• Able to thrive in a competitive selling or goal-oriented environment.

• Receptive to coaching and capable of integrating feedback.

• Maintains a professional appearance and demeanor.

• Possesses strong organizational and time management skills.

🏝️ Benefits

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

• Flexible PTO (22 days) and a comprehensive Holiday Schedule.

• Discounts on online and retail purchases, a Company Match 401(k), and wellness programs for physical and mental health, among other benefits!