Senior Inside Account Executive – SLED

Responsibilities

• Manage an average portfolio of ~100 customer accounts, with approximately $16M in revenue responsibility, ensuring profitable growth across the book of business.
• Drive revenue by proactively identifying and pursuing programmatic and incremental opportunities across the full account hierarchy (site-level, end-user, and enterprise-wide).
• Partner closely with Outside Developers to increase sales and ensure program compliance across all customer locations.
• Leverage prescribed sales tools (e. g., Prioritized Insights, Tenfold, Salesforce (SFDC)) to prioritize activities, improve efficiency, and document customer interactions and insights.
• Collaborate with category experts and customer support teams to execute account plans and deliver best-in‑class service to customers.
• Work in partnership with the Revenue Management Team to evaluate opportunities and make discretionary pricing decisions, informed by account knowledge and future spend potential; ensure accurate execution of BPIs in accordance with contract terms.
• Demonstrate strong business acumen and sales expertise to uncover incremental opportunities at both master and site levels, while maintaining awareness of the competitive landscape.
• Develop deep understanding of customer industry purchasing processes, enabling effective product selection guidance and standardization of SA. com product assortments.
• Lead implementation and ramp‑up of new and existing customer programs, driving adoption and compliance to maximize value realization.
• Engage the Customer Support Center (CSC) to proactively manage the customer experience and resolve maintenance or service‑related requests.
• Build and maintain strategic relationships with senior executive stakeholders within the customer base to strengthen partnerships and drive long‑term growth.

Requirements

• Strong internal drive with a competitive mindset and desire to win, paired with a low tolerance for complacency.
• Proven resilience, with the ability to leverage rejection as a learning opportunity and quickly pivot to the next best action.
• Demonstrated success in program management and/or business development, with a track record of driving measurable results.
• Ability to confidently engage and influence senior‑level customer stakeholders, including executive decision‑makers.
• Strong presentation skills, with the ability to develop and deliver compelling, data‑driven narratives.
• Expertise in consultative, solutions‑based, and insight‑driven selling, including advanced negotiation and client management capabilities.
• Ability to set strategic targets, create actionable customer growth plans, and collaborate effectively with cross‑functional product category sales teams.
• Strong business, financial, operational, and technology acumen, enabling informed decision‑making and value‑based selling.
• Analytical mindset with the ability to interpret customer data, industry trends, and business insights to develop tailored solutions aligned with the Staples value proposition.
• Self‑motivated and highly accountable, with the ability to operate independently and manage priorities effectively with minimal supervision.
• Tools & Technologies
• Salesforce (SFDC)
• Prioritized Insights
• Tenfold
• Customer support systems
• Account planning tools
• Data visualization tools
• CRM software
• Sales analytics tools
• Collaboration platforms
• Project management software
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