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