Key Account Executive Commercial

Remote / On-site: Remote
Additional Locations: Austin, Texas, United States; Houston, Texas, United States

About the role

Responsible for driving account growth and profitability strategy, primarily by securing incremental and renewal contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all categories of products, as well as driving sales at sites and with Power users. Key Account Executives are also responsible for mapping an account growth strategy and teaming with category experts where necessary to penetrate and grow accounts, as well as add value to our customers' purchasing process. This is a strategic selling position, expected to engage contacts remotely by phone, video, face-to-face, and utilizing digital tools.

Responsibilities

• Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (e.g., Prioritized Insights and SFDC).
• Lead Key Account selling team (i.e., category experts, site development, CSM, sales engineers, etc.) to execute account growth plan.
• Collaborate with Revenue Management Team on specific opportunities to make discretionary pricing decisions based on knowledge of the account and assessment of future spend potential, as well as pass BPIs based on contract language.
• Exhibit high level of business acumen and sales methodologies to discover incremental opportunities and align with the customers' vision and initiatives (e.g., I&D, sustainability, HR), as well as understand competitive landscape.
• Demonstrate expertise in customer industry buying processes and ability to support product selection and standardization of Staples.com product assortments.
• Engage CSM to manage customer experience and complete customer maintenance requests.
• Profitably grow book of business by hunting programmatic and transactional opportunities at the master account level across all categories. Also drive sales through program compliance at all account sites.
• Establish and maintain business management relationships with the senior executive team members within customer base.
• Drive incremental sales and profitability.
• Create growth strategy based on customer needs.
• Execute strategies defined by Senior Leadership Team.
• Integrate feedback from customers into sales approach.
• Provide Staples solutions and value to customer challenges and situations.
• Provide critical feedback from customers to leadership and support teams.
• Develop growth strategy across customers/sites.
• Manage account assortment and pricing.
• Communicate and work closely with internal partners such as Revenue Management, Category Specialists, and Support teams.
• Communicate with prospects and customers daily in a professional manner, displaying a high level of business acumen.
• Oversee pricing negotiations for specific sales opportunities.
• Coordinate and execute account planning processes in conjunction with category experts and customer experience teams.

Requirements

• Strong drive and a desire to win.
• Strong aversion to complacency.
• Proven ability to view rejection as a learning opportunity and double down on next best actions.
• Experience and proven track record of managing programs or business development.
• Ability to interface at customer’s most senior levels.
• Strong ability to develop and deliver presentations (face-to-face and virtually).
• Consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills.
• Ability to set targets, design customer growth plans, and work with product category sales team members.
• Strong business, financial, operations, and technology acumen.
• Ability to analyze customer data, business, and industry trends to create tailored solutions for customers based on Staples' value proposition.
• Ability to function independently with minimal daily supervision.
• Adaptable to change.

Qualifications

Basic Qualifications

• High school diploma or GED.
• 4-6 years of successful sales experience.
• 4-6 years of experience in Office Supplies including facility and breakroom, technology products, business furniture, print, and promotional products.
• 3+ years of experience 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.

Preferred Qualifications

• Bachelor’s degree.
• Proficient in Microsoft Office and other basic software tools.
• Worked cross-functionally in a large, complex company.
• Prior account management and prospecting experience with Fortune 1000 accounts.
• Responsibility for a sales budget and track record of exceeding quota.
• Managed a complex deal from start to finish.
• Experience with business-to-business sales process.
• Responsibility to retain and grow accounts.

Benefits

• Inclusive culture with associate-led Business Resource Groups.
• Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays).
• Online and Retail Discounts.
• Company Match 401(k).
• Physical and Mental Health Wellness programs.
• Additional perks and benefits.