Key Account Executive Commercial

About the role

Responsible for driving account growth and profitability strategy by securing incremental and renewal contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all product categories. This strategic selling position engages contacts remotely via phone, video, face-to-face interactions, and digital tools. Key Account Executives map account growth strategies, team with category experts to penetrate and grow accounts, and add value to the customer purchasing process.

Responsibilities

• Utilize prescribed selling tools to prioritize activities, drive efficiency, and document customer engagement (e.g., Prioritized Insights and SFDC).
• Lead the Key Account selling team (e.g., category experts, site development, CSM, sales engineers) to execute the account growth plan.
• Collaborate with the Revenue Management Team on pricing decisions for specific opportunities based on account knowledge and future spend potential, including passing BPIs per contract language.
• Exhibit high-level business acumen and sales methodologies to discover incremental opportunities and align with customer vision and initiatives (e.g., I&D, sustainability, HR), while understanding the competitive landscape.
• Apply expertise in customer industry buying processes to support product selection and standardization of Staples product assortments.
• Engage Customer Success Managers (CSM) to manage customer experience and complete maintenance requests.
• Profitably grow book of business by hunting programmatic and transactional opportunities at the master account level across all categories and drive sales through program compliance at all account sites.
• Establish and maintain business relationships with senior executive team members within the customer base.
• Drive incremental sales and profitability while creating growth strategies based on customer needs.
• Execute strategies defined by the Senior Leadership Team and integrate customer feedback into the sales approach.
• Provide Staples solutions to address customer challenges and relay critical feedback to leadership and support teams.
• Develop and implement growth strategies across customers and sites, including account assortment and pricing.
• Communicate and collaborate with internal partners such as Revenue Management, Category Specialists, and Support teams.
• Communicate professionally with prospects and customers daily, demonstrating high-level 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 desire to win with an aversion to complacency.
• Proven ability to view rejection as a learning opportunity and focus on next best actions.
• Experience and track record in managing programs or business development.
• Ability to interface at the customer’s most senior levels.
• Consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills.
• Ability to set targets, design customer growth plans, and collaborate with product category sales teams.
• Strong business, financial, operations, and technology acumen.
• Ability to analyze customer data, business, and industry trends to create tailored solutions based on Staples' value proposition.
• Ability to function independently with minimal daily supervision.
• Adaptability 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.
  • Experience working cross-functionally in a large, complex company.
  • Prior account management and prospecting experience with Fortune 1000 accounts.
  • Responsibility for a sales budget and a track record of exceeding quota.
  • Managed complex deal shaping from start to finish.
  • Experience with business-to-business sales processes.
  • Responsibility for retaining and growing 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.