Strategic Inside Account Leader

7 months ago

Mississauga, Canada Staples Full time

**Some of what you will do**:

- The Inside Strategic Account Leader is responsible for growing sales and profitability by driving sales and category development across all categories. Responsible for sales results for assigned book (approx. $40M) of complex accounts with large sales and typically limited growth potential.
- Inside SAL’s grow sales and profitability by securing contractual commitments from generalist Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all Staples categories of products.
- Inside SAL’s own full responsibility for their accounts and strive to identify and take action on both core and specialty category purchases in partnership with the Site Account Management team.
- Inside SAL’s are responsible for teaming with Lines of Business Specialists, CSC’s, and other departments internally as applicable to penetrate and grow accounts, as well as to better serve our customers

**Specifically, You Will**:
**Account Retention: 50%**
- Contract renewals
- Procurement business reviews

**Account Planning and Coordinating with Internal Partners: 30%**
- Work with CSCs to ensure coverage and penetration of customer ship-tos
- Coordinate penetration efforts with product specialists

**Profit Improvement: 20%**
- Work with bids and contracts team to improve profitability with each account

**Some of what you need**:

- Post-secondary degree or a minimum of 5-years’ experience selling to large, complex accounts
- Experience and proven track record of managing programs or business development.
- Solid knowledge of all product categories including facility and breakroom, technology products, contract 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.
- Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills.
- Ability to set targets, design growth plans and work with product category sales team members.
- Strong business, financial, operations and technology acumen
- Ability to analyze customer data, business and industry trends to create tailored solutions for customers based upon Staples value proposition.
- Ability to function independently with mínimal daily supervision.
- Negotiating: Individual will oversee pricing negotiations for specific sales opportunities - will need to coordinate the bid and quote process and make discretionary pricing decisions based on their knowledge of the account and assessment of future spend potential
- Strategic Planning: Individual will be responsible for targeting which customers to pursue and when; they will be given a list of accounts and will prioritize based on their own knowledge and understanding of the business.
- Lead Team selling: Individual will be responsible for coordinating and executing account planning processes in conjunction with SAM, CSC, and Product Specialists

**Some of what you will get**:

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

**#Bringyourpassion**

**#LI-Hybrid

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