Business Development Manager

Job Description

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

Prospect within a defined territory to prospect and win net-new medium to large potential business customers. The BDMs are also responsible to ramp and onboard net-new won accounts to further expand our customer base. Business Development Managers are responsible for mapping a prospecting strategy for largest potential customers and engaging proper selling partners such as category experts to close/win the account. Has detailed knowledge of products and services to offer and ensures that products and services consistently satisfy prospects needs and challenges. This is a strategic selling position, expected to engage contacts daily face to face and virtually by phone, video, and utilizing digital tools. **

What You’ll Be Doing**

• Win $1M+ in new business annually
• Effective Selling Skills
• Proficient in strategic and professional selling skills, discover prospects incremental and programmatic needs
• Effectively communicates Staples value propositions, capabilities, products and assortments including all categories; capable of overcoming objections and closing the sale
• Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Priority List, Tenfold, SFDC)
• Teaming with Category Experts to add value and expertise to best position Staples to win
• Collaborates with Revenue Management Team and Sales Engineer to make discretionary pricing decisions based on knowledge of competitor spend, account servicing needs, and assessment of future spend commitments
• Collaborates with internal resources such as support teams, sales engineer, account executives and category experts to meet customer needs and seamless onboarding
• Implements and ramps wins driving compliance to new account/program
• Expertise of prospect industry buying process and ability to support product selection and standardization
• Brings in over $1M / year in revenue at a 29% margin.
• Create sticky accounts which will continue to purchase from Staples
• Strategic Account Planning for their largest prospects, including collaboration with category experts.
• Work closely with the Sr Account Executives to ensure ramping of wins
• Executing strategies defined by Senior Leadership Team
• Integrates feedback from prospects into their sales approach.
• Works to provide Staples solutions and value to prospects challenges and situations
• Product assortment and pricing
• Internal Teaming: Individual will need to communicate and work closely with many internal partners such as Pricing, Category Specialists, and Support teams.
• Customer Communications: Individual is responsible to communicate with prospects daily in a professional manner, displaying moderate level of business acumen.
• What you bring to the table:
• 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
• Demonstrated work ethic, self-disciplined
• Strong organization and time management skills
• Ability to interface at customer’s most senior levels
• Experience and proven track record of managing programs or business development
• Ability to be coached and to incorporate feedback

What’s Needed- Basic Qualifications

• 3+ years successful prospecting experience
• 3+ years to develop and deliver presentations face to face and virtually
• 3+ years experience in PowerPoint, Excel, and Outlook
• 3+ years in related Industry

What’s Needed- Preferred Qualifications

• Bachelor’s Degree
• Knowledge of Customer Relationship Management tool (CRM)

We Offer

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

About Us

Staples is an Equal Opportunity Employer who values the diversity of our people, products, and services.