Education Account Manager

Staples • Oakland, CA

285d

About The Position

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. We're constantly discovering new ways to reach our goals, taking time to develop our skills and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales. Role summary: Responsible for sales results for assigned K-12 opportunities in territory. Education account managers grow sales and profitability by penetrating across all categories of products through relationships with the Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs), securing contractual commitments when applicable, and by increasing sales across all customer sites and power users and user buying influences (UBIs). Education Account Managers are also responsible for mapping an account and identifying both core and specialty category opportunities, and teaming with experts where necessary. The Education Account Manager spends the majority of its time selling to customers in both a fact-to-face and virtual setting.

Requirements

• Bachelor's Degree or equivalent work experience
• 4+ years successful sales experience
• Higher Secondary or Vocational Education
• Experience and proven track record of managing programs or business development
• Proficient in Microsoft Office and other basic software tools

Nice To Haves

• Solid knowledge of School and Office Supplies including: facility and breakroom, technology products, business furniture, print and promotional products, school & art, teaching and education
• Ability to interface at customer's most senior levels
• Strong ability to develop and deliver presentations
• Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
• Ability to set targets, design 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 upon Staples value proposition
• Ability to function independently with minimal daily supervision
• Negotiating: Individual will oversee pricing negotiations for specific sales opportunities - will need to coordinate the bid and quote process and make discretionary pricing decisions based on their knowledge of the account and assessment of future spend potential
• Strategic Planning: Individual will be responsible for targeting which customers to pursue and when; they will be given a list of prospects and accounts and will prioritize based on their own knowledge and understanding of the business

Responsibilities

• Leverage sales methodologies to retain and grow customer base
• Sell to customers by driving sales at the master account level and across all sites and categories, primarily through the EBI, UBI and TBI
• Implement and Ramp Wins driving compliance to new and existing programs for customers
• Serve accounts by coordinating with the CSC to complete customer maintenance requests and renewing customer contracts where necessary
• Build strategic growth plans and identify new opportunities for resource deployment of Category AEs
• Own customer compliance through retaining and growing sales at customer sites
• Utilize enablement tools on a regular basis to keep customer data updated, manage a healthy pipeline and advance opportunities as they progress
• Know your products, customers and vertical

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
• and more!

What This Job Offers

• Career Level: Mid Level
• Industry: Merchant Wholesalers, Nondurable Goods
• Education Level: Bachelor's degree