Staples Advantage is currently looking for an outside B2B sales representative to manage existing mid and large sized accounts. If you have sales experience and you are interested in joining a progressive sales organization please email your resume.
The individual may be based out of Fredericton, Moncton or close surrounding area. This is a bilingual full time permanent opportunity.
Account Manager is responsible for meeting and exceeding assigned sales and margin targets within the assigned account base and is expected to meet and or exceed all assigned objectives pertinent to the role as a Strategic Account Manager. These duties and responsibilities will be built into the Staples annual performance appraisal process.
Meets and/or exceed all established quotas (All LOBs): Existing business growth, revenue, and gross margin:
Meets and/or exceed all objectives as outlined below
Develop and execute face to face customer call cycle within a geographic territory, with a focus on driving profitable sales growth and to maintain and enhance long term client relationships.
Develop specific account strategies in partnership with Strategic Account Executives, vendor partners, Lines of Business Specialists and customer decision makers to further penetrate assigned accounts with additional Lines of Business.
Continually review the performance of each account pertaining to strategic account penetration and service levels.
Design and implement campaigns focused on driving sales/gross margin dollars.
Manages the sales process by understanding customer strategies and decision-making process.
Coordinate with Lines of Business teams to understand strategic programs and impact on customer locations within local geographic areas
Assist on program roll-out and account implementations
Proactively participate in the up-selling and raising awareness of various Lines of Business.
Utilize consultative selling skills to determine customer needs.
Have direct accountability for enhancing customer satisfaction and loyalty.
Prepares and delivers presentations to existing customers and potential customers. Works with the Strategic Account Executive to prepare and deliver Quarterly Business Reviews.
Identifies "soft" costs by analyzing, interpreting, and diagramming the customer’s procurement processes.
Manages account profitability by tracking and monitoring both gross profit and net operating profit margins for each account in order to develop plans and discuss the results with the customer.
Demonstrates fluency in company’s tools
Prepares and develops reports on sales and marketing activities:
Maintain and use up-to-date knowledge of product lines, company sales philosophy and policy, company processes, and industry conditions.
Consultative and Strategic selling skills
Ability to network effectively within client locations and leverage customer relationships into LOB opportunities.
Strong analytical skills with the ability to multi-task
Strong verbal and written presentation skills
Ability to give presentations to large groups
Interpersonal and customer relations skills
Time management and organizational skills
Strong business, financial and operations acumen
Ability to understand and articulate the value proposition of other LOBs to a Strategic customer
Strong self motivation and the ability to function independently with minimal supervision
Computer literacy including competency related to CRM Tools & MS Windows-based applications
Minimum 3 years of selling experience penetrating or maintaining accounts.
Previous office product industry experience is helpful.
Strong knowledge and understanding of telesales and the sales planning process.
Strong computer literacy (experience with Salesforce.com and SAVO an asset).
Bachelor’s Degree or College Diploma & a minimum of three (3) years direct selling experience.
Candidate should be competitive and self-motivated with strong work ethic.
Must be confident and trustworthy with a genuine concern to balance both the company and the customer needs.
Bilingual in French and English