Territory Sales Representative- Fort Wayne, IN

Staples Business•Fort Wayne, IN

3d•Hybrid

About The Position

Staples is seeking a Territory Sales Representative for the Fort Wayne/South Bend area. This business-to-business sales role focuses on hunting within a defined territory to prospect and win net new small to medium business customers. The representative will also be responsible for ramping and onboarding these new accounts. This is a high-velocity sales position that utilizes a prioritized call list to drive prospect engagement remotely via phone, video, face-to-face interactions, and digital tools. The territory will require commuting 1-2 times per week.

Requirements

1-3 years of successful sales experience or success as a Staples B2B Sales Associate
3+ years experience in PowerPoint, Excel, and Outlook
Strong drive and a desire to win
Strong aversion to complacency
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
Ability and motivation to find, develop, and close sales
Demonstrated work ethic, self-disciplined
Ability to succeed in a competitive selling or goal-oriented environment
Ability to be coached and to incorporate feedback
Professional appearance and demeanor
Strong organization and time management skills

Nice To Haves

Knowledge of Customer Relationship Management tool (CRM), Salesforces preferred
Bachelor's Degree preferred
Industry knowledge

Responsibilities

Exhibit effective appointment setting skills and set the required number of appointments each week with the correct decision makers.
Utilize professional selling skills to discover prospects' incremental and programmatic needs.
Effectively communicate Staples' value propositions, capabilities, products, and assortments, including all categories.
Overcome objections and close the sale.
Utilize prescribed selling tools (e.g., Priority List, Tenfold, SFDC) to prioritize activities, drive efficiency, and document customer engagement.
Work effectively with customer support/set-up teams and category specialists to progress deals.
Implement and ramp wins, driving compliance to new account/program.
Understand prospect industry buying processes and support product selection and standardization.
Create sticky accounts that continue to purchase from Staples.
Integrate feedback from prospects into their sales approach.
Manage new customer assortment and pricing.
Communicate and work closely with Category Specialists and Support teams.
Communicate with prospects daily in person and face-to-face in a professional manner.