Territory Sales Representative SLED

Staples is business to business. You’re what binds us together. Our world-class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions.

About the role

Hunt within a defined territory to pursue one main responsibility: acquisition of net new logos. Once won, responsible for ramping and onboarding accounts to further expand our customer base. This is a high-velocity sales position that leverages a prioritized action list to drive engagement activities and manages opportunities through the sales funnel. Requires strong collaboration with LOB partners for new targets passed by Sales Ops. Expected to travel to meet clients face-to-face and effectively use remote methods (phone/internet) to maintain and grow sales relationships within owned geographies.

This is a remote position with a regional focus, supporting customers in Washington, Oregon, and Idaho. While the role primarily supports working from home, the individual must live within or adjacent to this region.

Responsibilities

• Consistently meet activity goals and daily metrics with a hunter mindset/approach—outbound dials, sell time, live contacts, and created opportunities.
• Effectively partner with GPO FSDs to understand contractual complexity and refine net-new logo strategy within the Complex segment.
• Travel to meet clients face-to-face and walk the halls of new sites to maintain and grow sales relationships across the account hierarchy.
• Develop expertise on contract and coop availability within designated geographies.
• Influence on-the-spot pricing decisions to cultivate a seamless customer experience.
• Manage the sales funnel to close opportunities.
• Utilize professional selling skills to discover prospects' incremental and programmatic needs, communicate Staples' value propositions, capabilities, products, and assortments (including all categories).
• Overcome objections and close sales.
• Use prescribed selling tools to prioritize activities, drive efficiency, and document customer engagement (e.g., Priority List, Tenfold, SFDC).
• Effectively work with customer support/setup teams and category specialists to progress deals forward to closed-won.
• Implement and ramp wins, driving compliance to new account/program.
• Develop expertise in prospect industry buying processes and support product selection and standardization.

Requirements

• Strong drive and a desire to win.
• Strong aversion to complacency.
• Demonstrated work ethic, self-discipline, and strong organization and time management skills.
• Proven ability to view rejection as a learning opportunity and double down on next best actions.
• Experience and proven track record in business development.
• Strong ability to develop and deliver presentations virtually and in person.
• Consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills.
• Ability to work with product category sales team members.
• Strong business, financial, operations, and technology acumen.
• Ability to analyze business and industry trends to create tailored solutions for prospects based on Staples' value proposition.
• Ability to function independently with minimal daily supervision.

Qualifications

Basic Qualifications

• 1+ years of successful sales experience or success as a Staples B2B Sales Associate.
• Ability and motivation to find, develop, and close sales.
• Ability to succeed in a competitive, goal-oriented environment and to be coached and incorporate feedback.
• Proficiency in PowerPoint, Excel, and Outlook.

Preferred Qualifications

• Bachelor’s Degree.
• Knowledge of Customer Relationship Management (CRM) tools.
• Industry knowledge is a plus.

Benefits

• Competitive pay + bonuses.
• 22 PTO days + 8 paid holidays, summer Fridays half days.
• Work-life balance with flexibility for workers.
• Monthly car allowance and cell phone allowance.
• Primarily remote with some local driving for appointments.
• Inclusive culture with associate-led Business Resource Groups.
• Online and retail discounts, company match 401(k).
• Physical and mental health wellness programs.

Pay

The salary range for this role is $52,500-$60,000, plus sales incentive. The specific base pay may be influenced by a variety of factors including the candidate's experience, skill set, education, geography, business considerations, and internal equity. This role may also be eligible for bonuses or other forms of variable compensation.