Diversity Account Executive

Staples is business to business. You’re what binds us together.

Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.

What you’ll be doing:

The Diversity Account Executive serves as a non-commissionable support resource, dedicated to assisting our resellers in managing and expanding high-touch end-customer accounts. This role is intricately aligned with the resellers' objectives, providing expert guidance and support through various sales scenarios including Statements of Work (SOW), Request for Proposals (RFPs), and contract renewals. The Diversity Account Executive acts as a subject matter expert (SME) on Staples’ value proposition and capabilities, aiding in needs discovery, solution building, and the strategic satisfaction of customer needs. Reseller Account Executives are also responsible for mapping an account growth strategy and are responsible for teaming with category experts where necessary to penetrate and grow accounts, as well as add value to our resellers customers purchasing process. This is a strategic selling position, expected to engage contacts remotely by phone, video, face to face, and utilizing digital tools.

• Support revenue goals & Profitability Goals utilizing insights from our internal reporting to influence reseller selling activities.
• Lead Diversity Key Account selling team (i.e. Diversity Supplier Managers, category experts, sales engineers, etc.) to execute account growth plan and. New Business
• Serve as the primary conduit resource for resellers, focusing on non-commissionable, high-touch sales scenarios working closely with supply chain, finance, accounting, merchandising, marketing, etc.
• Align closely with resellers’ end-customer accounts to provide tailored support and insights.
• Mentor and guide resellers in end-customer sales interactions, ensuring effective engagement and outcomes in RFP responses, New Business and renewals.
• Provide expert knowledge on Staples’ comprehensive value proposition and capabilities, enhancing the reseller’s ability to present and leverage our strengths.
• Educate and mentor resellers on various options and strategies for fulfilling customer requirements effectively.
• Coaching and developing resellers in navigating and utilizing internal processes and systems, such as Product Solutions and Revenue Management (RevMan), to enhance sales execution.
• Review all sales interactions, ensuring they are led by the reseller, with the Reseller Account Executive playing an exclusively supportive role

What you bring to the table:

• Experience and proven track record of managing programs or business development
• Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
• Ability to set targets, design customer growth plans and work with product category sales team members
• Ability to analyze customer data, business and industry trends to create tailored solutions for resellers based upon Staples value proposition
• Ability to function independently with minimal daily supervision
• Solid knowledge of Facility & MRO Supplies, Technology supplies, business furniture, print and promotional products
• Proficient in Microsoft Office and other basic software tools.
• Ability to interface at customer’s most senior levels
• Strong ability to develop and deliver presentations face to face and virtually
• Lead Team selling: Individual will be responsible for coordinating and executing account planning processes in conjunction with category experts and customer experience teams.+ years successful sales, sales support, or merchandising experience

What’s needed- Basic Qualifications:

• 6+ years successful sales, support, or merchandising experience

What’s needed- Preferred:

• Bachelor’s degree
• Proficient in Microsoft Office and other basic software tools
• Worked cross-functionally in a large, complex company
• Prior account management and prospecting experience with Fortune 1000 accounts
• Had responsibility for a sales budget and track record of exceeding quota

We Offer:

• Inclusive culture with associate-led Business Resource Groups
• Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)
• Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!