Strategic Account Manager Furniture

Staples Inc.•Framingham, MA

21h•$115,000 - $160,000

About The Position

The Strategic Account Manager, Furniture leads furniture sales growth and profitability for assigned group purchasing organizations, integrated delivery networks, and consortiums across the United States. This highly visible role shapes national furniture sales strategy, negotiates customer agreements, and partners with business development and account management teams to deliver profitable growth. The role manages a portfolio with approximately $50 million in annual sales accountability, builds relationships with senior customer leaders, and helps sales teams turn market insight into winning solutions.

Requirements

Bachelor’s degree, or equivalent work experience.
8+ years of related experience managing large, complex customer accounts.
Experience negotiating customer pricing, contracts, renewals, amendments, or service agreements.
Experience using business and financial analysis to make fact-based sales or pricing decisions.
Experience developing account plans or sales strategies focused on growth and profitability.
Experience presenting recommendations to senior customer or business leaders.
Strong executive-level communication and presentation skills, both virtually and in person.
Consultative negotiation style that balances customer needs with profitable business outcomes.
Strong business, financial, operational, and technology acumen.
Ability to work independently with limited day-to-day supervision while keeping partners informed and aligned.

Nice To Haves

Experience in furniture sales or within the contract furniture industry.
Experience supporting group purchasing organizations, integrated delivery networks, consortiums, or other large national customer agreements.
Experience working with healthcare customers and healthcare terminology.
Experience with supply chains and multiple product or service lines.
Experience leading a program, project, or cross-functional initiative without direct people-management responsibility.

Responsibilities

Own furniture sales growth and profitability for assigned group purchasing organizations, integrated delivery networks, and consortiums across the U.S.
Build and maintain business relationships with senior customer leaders and national agreement partners.
Develop annual business plans to grow accounts, strengthen existing relationships, and improve profitability.
Lead furniture contract, amendment, renewal, pricing, and service negotiations with customers.
Review pricing specifications and contract requirements to support compliance and identify opportunities to improve operating profit.
Partner with business development, account management, sales, legal, pricing, and other teams on deal strategy, requests for proposal and information, legal agreements, and customer program evaluations.
Coordinate reporting on integrated delivery network and consortium sales, including customer-specific contract compliance, rebates, and pricing requirements.
Train and guide Business Development and Account Executive teams on consortium initiatives, growth opportunities, and strategies to win new members and expand current accounts.
Translate customer feedback, business trends, and market insights into furniture sales strategies for the broader sales organization.
Contribute to strategies for winning new customers and increasing profitable sales with existing customers.