Territory Sales Representative, Commercial (DC, VA)

Staples•Richmond, VA

20h•Remote

About The Position

Staples is seeking a business-to-business sales representative to prospect and win new small-to-medium business customers in a defined territory, then ramp and onboard those accounts. This high-velocity sales role uses a prioritized call list to engage prospects remotely by phone, video, and digital tools, as well as face to face. The position primarily supports working from home and serves customers in the Richmond, Virginia, and Washington, DC area; the employee must live within or adjacent to that region. The representative sets appointments with decision makers, discovers customer needs, communicates Staples’ value and offerings, and uses consultative selling skills to overcome objections and close sales. The role also develops new-customer assortments and pricing, supports product selection and standardization, and builds accounts that continue purchasing from Staples. The representative works with customer support, setup teams, category specialists, and other internal partners to advance opportunities and onboard new accounts. The expected compensation includes base pay, and the role may also be eligible for bonuses or other variable compensation. Base pay may depend on experience, skills, education, geography, business considerations, and internal equity.

Requirements

1–3 years of successful sales experience or success as a Staples B2B Sales Associate.
3 or more years of experience with PowerPoint, Excel, and Outlook.
Proven business development experience and ability to find, develop, and close sales.
Strong appointment-setting, presentation, consultative selling, solutions selling, insight selling, negotiation, and client-management skills.
Ability to analyze business and industry trends and create tailored solutions using Staples’ value proposition.
Ability to work with product category sales team members and function independently with minimal daily supervision.
Strong organization and time-management skills, work ethic, and self-discipline.
Ability to succeed in a competitive or goal-oriented environment, respond constructively to rejection, accept coaching, and incorporate feedback.
Professional appearance and demeanor.
Must live within or adjacent to the Richmond, VA, and Washington, DC region.

Nice To Haves

Bachelor’s degree.
Knowledge of a Customer Relationship Management (CRM) tool.
Industry knowledge.

Responsibilities

Prospect and win new small-to-medium business customers within a defined territory.
Ramp and onboard newly won accounts, including driving compliance with new accounts and programs.
Set the required number of appointments each week with the correct decision makers.
Use professional selling skills to identify prospects’ incremental and programmatic needs, communicate Staples’ value propositions and offerings, overcome objections, and close sales.
Use prescribed selling tools to prioritize activities, improve efficiency, and document customer engagement and information.
Work with customer support and setup teams, category specialists, and other internal partners to progress deals to closed-won status.
Develop expertise in prospects’ industry buying processes and support product selection and standardization.
Develop new-customer assortments and pricing and build accounts that continue purchasing from Staples.
Incorporate prospect feedback into the sales approach.
Communicate professionally with prospects daily, including in person and through remote channels.