Territory Sales Representative, NYC-Commercial

Staples•New York City, NY

2d•Hybrid

About The Position

This position is for a Territory Sales Representative in the commercial sector, primarily covering Midtown Manhattan and the Bronx. The role involves hunting for net new small to medium business customers within a defined territory, prospecting, and closing sales. B2B Sales Representatives are also responsible for onboarding and ramping up newly acquired accounts to further expand the customer base. 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 requires commuting 1-2 times per week.

Requirements

1-3 years of successful sales experience or success as a Staples B2B Sales Associate.
3+ years of 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).
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 to prioritize activities, drive efficiency, and document customer engagement and information (e.g., Priority List, Tenfold, SFDC).
Effectively work with customer support/set up teams and category specialists to progress deals forward to closed won.
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 the 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.