B2B Sales-Reactivation Specialist

Some of what you will do:

The Reactivation Specialist engages accounts where spending has lapsed with the purpose of getting the customers back to frequently purchasing. Reactivation Specialists will aim to identify and address the cause of the lapse and work with customers over the phone to negotiate a ‘one-stop-shop’ solution with Staples Professional. This is a high velocity position that requires problem-solving skills to identify customer needs and roadblocks to purchasing. This role is part of a team and does not have assigned accounts.

Specifically, You Will:

• Reactivating dormant accounts: 90%
• Follows a prioritized list of dormant accounts, meeting daily activity goals – outbound calls, live contacts, opportunities created and won accounts.
• Engages lapsed customers through phone or video call to win back lost customer. Uses individualized approach to reactivate each customer.
• Uses Professional Selling Skills (PSS) to identify the cause behind the customer lapsing and help address that cause.
• In some instances, reactivating the dormant customer will require developing a value-added proposition, and price proposal.
• Funneling opportunities: 10%
• Manages sales funnel and effectively identifies opportunities to forward to the Business Development team where appropriate.
• Communicates customer feedback to sales leader/sales teams.

Some of what you need:

• High school diploma or GED, Post secondary education preferred
• Self-starter and results-oriented
• Coachable and adaptable
• Proficient with MS Word, Outlook, Excel and PowerPoint
• Strong communication and teamwork skills; active listener
• Strong organization and time management skills
• Experience with sales budgets and track record of exceeding quota, activity metrics, KPIs
• Experience building customer relationships over the phone
• Experience with B2B sales processes

Some of what you will get:

• Associate discount
• Health and Dental benefits
• RRSP/DPSP
• Performance bonuses
• Learning & Development programs
And more...

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