Inside Account Executive, Facility Solutions (Lake Mary / Hybrid)

Staples Inc.•Maitland, FL

10d•Hybrid

About The Position

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. As an Inside Account Executive, Commercial, for Facility Solutions (FS) at Staples, your primary responsibilities involve driving sales growth and increasing share of wallet in the Jan/San and Breakroom categories, ensuring program compliance for customers, and collaborating with other sales and cross-functional teams to identify growth opportunities and achieve optimal outcomes for customers. Your role includes retaining and increasing sales and share of wallet through the effective utilization of digital tools, managing your sales pipeline, and handling pricing negotiations for specific opportunities. You play a crucial role in maintaining and enhancing strong customer relationships.

Requirements

Customer Empathy: Demonstrates the ability to identify, understand, and address customer needs and interests, providing customer-centric solutions.
Selling Resiliency: Exhibits a capacity to avoid complacency, analyze areas for improvement based on previous experiences, and adapt strategies to enhance performance in future deals.
Relentless Selling: Consistently focuses on enhancing sales performance and surpassing established sales targets/quotas and Key Performance Indicators (KPIs).
Action-Oriented: Applies insights to quickly and decisively act and seizes new opportunities.
Proficiency in Sales, Presentation Development, and Effective Communication: Engages with customers effectively through skilled sales techniques and compelling presentations.
Negotiation Skills: Demonstrates proficient negotiation skills, leading to successful deal closures.
Comprehension of Enablement Tools and Processes: Utilizes enablement tools to enhance prospecting strategies.
Experience in Digital Technology Utilization: Provides customers with an integrated experience combining digital technology and human interactions.
Performance Reflection: Identifies areas for improvement through self-reflection.
Industry Awareness: Remains informed on industry developments to offer relevant solutions.
Motivated to learn and develop new skills and knowledge.
High School Diploma/GED required.
2+ plus years of sales experience.
Proficiency in Microsoft Office (Outlook, Excel, Word, PowerPoint) or other relevant software tools.

Nice To Haves

2+ years of B2B sales experience.
A solid knowledge of Jan/San and Breakroom products.
Proficiency in Salesforce.com or Customer Relationship Management tool (CRM).

Responsibilities

Utilize established sales techniques and strategies within your book of business to retain and grow sales of Jan/San and Breakroom Facility Solutions (FS) and products, thereby increasing customer share of wallet. This includes items such as Cleaning Chemicals and Supplies, Janitorial Paper and Dispensers, Hand Soap and Sanitizer, Safety Supplies, Breakroom products, and Total Coffee Programs.
Consistently meet or exceed established sales targets/quotas and Key Performance Indicators (KPIs).
Regularly employ enablement and digital selling tools to analyze assigned accounts, manage your pipeline, prospect for new opportunities, and increase FS share of wallet while ensuring timely follow-up and progression of potential deals.
Develop and maintain positive relationships with key decision-makers who control purchasing decisions.
Demonstrate a comprehensive understanding of customer needs and provide relevant, customer-centric Facility Solutions.
Collaborate with other sales and cross-functional teams to identify growth opportunities and achieve optimal customer outcomes.
Engage in pricing and Request for Proposal (RFP) processes by providing detailed quotes to customers and making well-informed decisions grounded in a comprehensive understanding of the account and its specific requirements.
Prepare customized sales presentations and deliver them to various stakeholders.
Leverage both customized and standard marketing materials to generate interest and support product or solution recommendations.
Ensure compliance with program guidelines across all account sites, particularly among primary users.