Territory Sales Representative SLED

Staples Inc.•Overland Park, KS

1d•Remote

About The Position

Staples is a business-to-business company where sales and sales support teams work directly with businesses of all sizes to offer products and services to meet customer needs. The company is committed to understanding customers and uses best-in-class sales tools and technology to find the best solutions. They encourage skill development and career growth, offering lucrative opportunities within and beyond sales. This role involves hunting within a defined territory to acquire net new logos, then ramping and onboarding these accounts. It's a high-velocity sales position that uses a prioritized action list for engagement and manages opportunities through the sales funnel. Collaboration with LOB partners for new targets is expected. Travel to meet clients face-to-face and use remote methods (phone/internet) to maintain and grow sales relationships within owned geographies is required. This is a remote position with a regional focus supporting customers in Arizona and California, requiring the individual to live within or adjacent to this region.

Requirements

1+ years of successful sales experience or success as a Staples B2B Sales Associate
Ability and motivation to find, develop, and close sales.
Ability to succeed in a competitive, goal-oriented environment and to be coached and incorporate feedback.
Proficiency in PowerPoint, Excel, and Outlook.
Strong drive and a desire to win
Strong aversion to complacency
Demonstrated work ethic, self-discipline, and strong organization and time management skills.
Proven ability to view rejection as a learning opportunity and double down on next best actions
Experience and proven track record of business development
Strong ability to develop and deliver presentations virtually and in person
Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
Ability to work with product category sales team members
Strong business, financial, operations and technology acumen
Ability to analyze business and industry trends to create tailored solutions for prospects based upon Staples value proposition
Ability to function independently with minimal daily supervision

Nice To Haves

Experience in Education, State & Local beneficial but not required
Bachelor’s Degree
Knowledge of Customer Relationship Management (CRM) tools.
Industry knowledge is a plus.

Responsibilities

Consistently meets activity goals and daily metrics with a hunter mindset/approach - outbound dials, sell time, live contacts, and created opportunities
Effectively partner with GPO FSDs to understand contractual complexity and refine net new logo strategy within the Complex segment
Travel to meet clients face to face & walk the halls of new sites to maintain and grow sales relationships across the account hierarchy
Develop expertise on contract & coop availability within designated geographies
Influences on the spot pricing decisions in order to cultivate a seamless customer experience
Manage sales funnel to close opportunities
Utilizing professional selling skills, discover prospects incremental and programmatic needs, effectively communicates Staples value propositions, capabilities, products and assortments including all categories. Capable of overcoming objections and closing the sale.
Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Priority List, Tenfold, SFDC).
Effectively work with customer support/set up teams and category specialists to progress deals forward to closed won.
Implements and ramps wins driving compliance to new account/program.
Expertise of prospect industry buying process’ and ability to support product selection and standardization.