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    Business Developer SLED - San Francisco, United States - Staples

    Staples
    Staples San Francisco, United States

    1 week ago

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    Description

    Staples is business to business. You're what binds us together.

    Prospects within defined territory to pursue two main responsibilities: penetration of existing accounts by winning net new sites. Responsible for ramping and onboarding accounts to further expand our customer base. It is a high velocity sales position that leverages a prioritized action list to drive engagement activities and then manages their opportunities through the sales funnel. Requires strong collaboration with Account Management to build strategies for site acquisition; new site targets will be passed by Sales Ops and occasionally selected in partnership with Account Management. Expected to travel to meet clients face to face & effectively use remote methods (phone/internet) to maintain and grow sales relationships within owned geographies.

    What you'll be doing:

    · Consistently meets activity goals and daily metrics with a hunter mindset/approach - outbound dials, sell time, live contacts, and created opportunities

    · Effectively partner with Account Management to determine site hunting strategy within existing accounts

    · 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 & walk the halls of new sites to maintain and grow sales relationships across the account hierarchy

    · Develop expertise on contract & coop availability within designated geographies

    · Influences on the spot pricing decisions in order to cultivate a seamless customer experience

    · Manage sales funnel to close opportunities

    · Effective Selling Skills: Utilizing professional selling skills, discover prospects incremental and programmatic needs, effectively communicates Staples value propositions, capabilities, products, and assortments including all categories. Capable of overcoming objections and closing the sale

    · Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Priority List, Tenfold, SFDC)

    · Internal Partnerships: Effectively work with customer support/set up teams and category specialists to progress deals forward to closed won

    · Implements and ramps wins driving compliance to new account/program

    · Expertise of prospect industry buying process' and ability to support product selection and standardization

    · Experience in Education, State & Local beneficial but not required

    · Brings in over $750K / year in revenue

    · Create sticky accounts which will continue to purchase from Staples

    · Executing strategies defined by Senior Leadership Team

    · Integrates feedback from prospects into their sales approach

    · New customer assortment and pricing

    · Internal Teaming: Individual will need to communicate and work closely with Category Specialists, and Support teams

    · Customer Communications: Individual is responsible to communicate with prospects daily in person and face to face in a professional manner

    What you bring to the table:

    · 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 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 upon Staples value proposition

    · Ability to function independently with minimal daily supervision

    · Ability and motivation to find, develop, and close sales

    · Demonstrated work ethic, self-disciplined

    · Ability to succeed in a competitive selling or goal-oriented environment

    · Ability to be coached and to incorporate feedback

    · Professional appearance and demeanor

    · Strong organization and time management skills

    Qualifications:

    What's needed- Basic Qualifications:

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

    · 1-3 years experience in PowerPoint, Excel, and Outlook

    What's needed- Preferred Qualifications:

    · Bachelor's Degree

    · Knowledge of Customer Relationship Management tool (CRM)

    We Offer:

    · 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, and more perks and benefits

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