Territory Sales Representative, Commercial (DC, VA)

Staples Canada•Richmond, VA

1d•Remote

About The Position

Staples is hiring a Territory Sales Representative for its business-to-business sales organization. This high-velocity sales role focuses on prospecting and winning new small- to medium-sized business customers within a defined territory, then ramping and onboarding newly won accounts to expand the customer base. The representative engages prospects remotely by phone and video, in person, and through digital tools, using prioritized call lists and prescribed sales technology. This is a remote position with a regional focus supporting customers in the Richmond, Virginia, and Washington, DC area. The role primarily supports working from home, and the employee must live within or adjacent to the region. The representative develops prospect relationships, identifies needs, communicates Staples’ value and offerings, and advances opportunities through closing and account onboarding. The role works with category specialists and customer support and setup teams to progress deals, develop customer assortments and pricing, and build ongoing customer relationships. The position requires independent, goal-oriented work and regular professional communication with prospects.

Requirements

1–3 years of successful sales experience or success as a Staples B2B Sales Associate.
3+ years of experience with PowerPoint, Excel, and Outlook.
Strong drive, desire to win, and aversion to complacency.
Ability to treat rejection as a learning opportunity and pursue appropriate next actions.
Proven business-development track record.
Ability to develop and deliver presentations virtually and in person.
Consultative, solutions, and 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 and tailor solutions using Staples’ value proposition.
Ability to work independently with minimal daily supervision and to find, develop, and close sales.
Demonstrated work ethic and self-discipline; ability to succeed in a competitive, goal-oriented environment.
Ability to accept coaching and incorporate feedback.
Professional appearance and demeanor.
Strong organization and time-management skills.
Must live within or adjacent to the Richmond, Virginia, 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-sized business customers within a defined territory.
Ramp and onboard newly won accounts and drive compliance with new accounts and programs.
Set the required number of weekly appointments with appropriate decision makers.
Discover prospects’ incremental and programmatic needs and support product selection and standardization.
Communicate Staples’ value propositions, capabilities, products, and assortments across categories.
Overcome objections and close sales.
Use prescribed sales tools to prioritize activities, improve efficiency, and document customer engagement and information, including Priority List, Tenfold, and SFDC.
Work with customer support and setup teams and category specialists to advance deals to closed-won status.
Develop new-customer assortments and pricing and create accounts that continue to purchase from Staples.
Incorporate prospect feedback into the sales approach.
Communicate and work closely with category specialists and support teams.
Communicate professionally with prospects daily, including in person.