Key Acct Developer FS

Staples Canada•Framingham, MA

About The Position

As a Key Account Developer - Commercial Real Estate (CRE), you are responsible for driving retention and growth efforts within a portfolio of complex CRE accounts, including property management firms, ownership groups, and multi-site portfolios. This role requires consultative selling, digital dexterity, and collaboration to deliver customer-centric solutions in the Janitorial and Sanitation (Jan/San) and Breakroom categories. You will leverage insights, technology, and an understanding of CRE operating models to shape account strategies, influence outcomes, and consistently achieve profitable sales and margin growth goals.

Requirements

Minimum 3+ years of sales or related experience
High School Diploma or GED
Customer Focus & Obsession: Ability to understand and align solutions to customer goals.
Consultative Selling Expertise: Skilled at navigating complex stakeholder environments and aligning solutions to operational and financial drivers at the asset and portfolio level.
Digital Dexterity: Ability to leverage tools and data to manage customer complexity.
Grit & Resilience: Comfortable navigating decentralized decision-making and long sales cycles.
Problem-Solving Mindset: Identifies opportunities for standardization, efficiency, and cost optimization.
Action-Oriented & Self-Development: Takes initiative and adapts strategy across evolving CRE environments.
Collaboration & Inclusion: Builds strong partnerships internally, with vendor partners, and with our customers.

Nice To Haves

Demonstrated success managing the full sales cycle within an assigned book of business, including prospecting, pipeline management, quoting, and closing
Experience selling into Commercial Real Estate (CRE), property management firms, or multi-site portfolio environments
Experience in Jan/San and/or Breakroom industries
Proficiency with a CRM system and Microsoft 365

Responsibilities

Drive retention and growth of Janitorial and Sanitation (Jan/San) and Breakroom categories including cleaning chemicals and supplies, janitorial paper and dispensers, hand soaps and sanitizers, safety supplies, breakroom products, and total coffee programs.
Expand share of wallet across multi-location CRE portfolios, identifying opportunities across buildings, regions, and property types (office, industrial, mixed-use).
Engage multiple stakeholders (property managers, facilities managers, regional directors, procurement, and asset managers) to uncover needs.
Ask meaningful questions and apply critical thinking to align solutions with customer expectations.
Monitor adherence to contracts, pricing structures, and program guidelines.
Utilize CRM and enablement tools to manage pipeline and customer engagement.
Leverage data insights to identify underpenetrated properties, whitespace opportunities, and consumption trends.
Personalize outreach based on account structure, property type, and usage patterns.
Partner with internal teams including cross-functional sales, category experts, pricing, and field resources to deliver solutions aligned to portfolio-level and site-level needs.
Collaborate with pricing partners to develop competitive proposals.
Support the delivery of customized, insight-driven presentations to decision makers and end users.
Work in connection with Account team to craft solutions and build strong customer experiences.
Support account team in navigating complex sales environments with multiple stakeholders and longer decision cycles.
Adapt strategies across portfolio-level opportunities and individual site needs while maintaining accountability for results.