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Inside Sales Manager SPP

3 months ago

Maple Ridge, British Columbia, Canada Staples, Inc. Full time

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

While you may know Staples as the world's leading office supply company, Staples Promotional Products - a division of Staples - is a national leader in the promotional products industry. At Staples Promotional Products, we help customers build love for their brands with customized merchandise solutions. Whatever story they want to tell, connection they want to make, or goal they need to deliver, Staples Promo makes it easy to design promo experiences that create lasting impact. Join our winning team.

You will lead SPP Canada's Account Development Team (ADT), which is a specialized group dedicated to nurturing and expanding existing client relationships. Their primary focus is on maximizing the value of accounts by deepening client engagement, driving upsells or cross-sells, and ensuring growth through customer satisfaction and retention.

What you'll be doing:

  • Sales Strategy and Execution:
    • Formulate and execute sales strategy for the vertical, aligning with SPP's pillars: Relentlessly Pursue Growth, Serve the Customer with Excellence, and Build Better, Together.
    • Drive sales growth within the vertical, surpassing sales and net margin budgets.
    • Guide the team on pricing strategies, utilizing industry knowledge and market trends.
    • Make strategic decisions to grow the Line of Business opportunities, increasing margin and market share.
  • Forecasting and Reporting:
    • Monitor sales data, funnel build, and performance indicators for strategic planning.
    • Deliver precise sales forecasts per fiscal period, with a variance of +/- 3%.
    • Provide and/or contribute to account-specific forecasts for Top 25 customers.
  • Business Development:
    • Identify, acquire, and onboard new customer opportunities within the vertical.
    • Support the Business Development team with transactional quotes and sales.
    • Lead team participation in dormant account growth initiatives.
  • Customer Relations:
    • Sustain and enhance relationships with current key clients, focusing on account retention and growth.
    • Maximize customer lifetime value through upselling and cross-selling.
    • Lead contract negotiations and renewals, securing beneficial terms and maintaining updated contracts.
  • Sales Activity Oversight:
    • Employ a "digital first" mindset for outbound selling strategies.
    • Guide direct sales activities, establishing reporting metrics to track and analyze successes.
    • Ensure all significant opportunities go through the required approval processes.
    • Enforce the use of sales planning tools for substantial opportunities.

What you bring to the table:

  • Strong communication (oral and written) and presentation skills.
  • Ability to deliver presentations to large groups and build strong relationships.
  • Strategic selling skills, contract management, and compliance expertise.
  • High level of personal maturity and emotional intelligence.
  • Proficient in business analytics and making fact-based decisions.
  • Capability to set targets and design growth plans.
  • Leadership skills to motivate others and interface with senior customer levels.
  • Strong analytical, multitasking, time management, and organizational skills.

What's needed- Basic Qualifications:

  • Bachelor's Degree or equivalent work experience
  • 5+ years of sales experience
  • 3+ years of sales management experience

What's needed- Preferred Qualifications:

  • Inside Sales Experience
  • Salesforce experience
  • B2B/Affiliate partnership experience
  • Computer literacy, including MS Windows-based applications.
  • Bilingual in French and English

We Offer:

  • Competitive salary and bonus.
  • Inclusive culture with associate-led Business Resource Groups and resources such as the Social Justice Resource Centre.
  • Flexible PTO and Holiday Schedule, Online and Retail Discounts, Company Match RRSP, Benefits and Physical and Mental Health Wellness programs.
  • Growth & development opportunities.