Strategic Business Development Manager

Staples Canada•Calgary, AB

About The Position

The Strategic Business Development Manager (SBDM) will directly prospect and acquire high value clients in the Enterprise & Mid-Market business space. He or she will place focus and emphasis on customers with a large spend volumes >$100K. The incumbent will secure meeting with key decision-makers, assess pain & opportunity areas in the business and present Staples’ holistic suite of print & promo services that address those key insights. The SBDM will prepare proposals, navigate legal & contractual requirements, and advance deals through to conclusion. He or she will onboard Account Managers or Strategic Account Manager who will oversee the account implementation and ongoing maintenance and stay close to the account during this period and on an ongoing basis throughout the account lifecycle.

Requirements

Successful completion of high school is preferred.
4-6 years related experience in print and/or sales role (high touch sales).
Adept at sourcing relevant data and building business case models to advance ideas.
Concrete selling experience in local market; understands pricing strategies, competition, and key suppliers.
Strong client orientation: comfortable meeting and engaging new people; can step into client shoes and understand the business context; uses discretion appropriately.
Knowledge of key Microsoft applications (Excel, PowerPoint, etc) and graphics software applications (Adobe suite of products).
Demonstrated experience in generating large accounts from mid-market to enterprise.
Strong business acumen by prior experiences (10-15 years in a Print Sales role with emphasis on business development).

Nice To Haves

Knowledge of Salesforce.com a plus.

Responsibilities

Identify appropriate prospects based on: Staples Professional enterprise & Mid-Market clients, Alignment with Staples’ core capabilities and differentiation in the market (Omni channel, Speed, Distribution & product assortment), Budget/spend volume greater then 100K per year, Key verticals where Staples as a tracker record of winning Repeat business/long term partnership.
Acquire new Enterprise & Mid-Market National customers: Qualify - Assess customer needs and buying patterns and Staples’ ability to meet them.
Prepare & deliver request for proposal (RFP) & request for quote (RFQ) when required.
Win accounts – develop compelling presentations & proposals that address pain and opportunity areas for the prospect.
Implement – Onboard AM & SAM to manage account implementation and maintenance.
On-board net new clients and effectively manage their business with Staples for a defined temporary period to solidify relationship and stabilize business before transition of account to the account management team.
Actively grow existing business during the defined on boarding period.