Associate Sales Representative
Baxter International Inc.
SFDC
Key Account Executive, Healthcare
Staples Promotional Products
full-time
Posted on:
Origin: • 🇺🇸 United States • North Carolina
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
SFDC
About the role
- Responsible for driving account growth and profitability strategy by securing incremental and renewal contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all categories
- Drive sales at sites and with Power users; map an account growth strategy and team with category experts to penetrate and grow accounts
- Engage contacts remotely by phone, video, face to face, and utilizing digital tools
- Utilize prescribed selling tools to prioritize activities and drive efficiency, and to document customer engagement and information (ex: Prioritized Insights and SFDC)
- Lead Key Account selling team (category experts, site development, CSM, sales engineers) to execute account growth plan
- Collaborate with Revenue Management Team on specific opportunities to make discretionary pricing decisions and pass BPIs based on contract language
- Exhibit high level of business acumen and sales methodologies to discover incremental opportunities and align with customer vision and initiatives (ex: I&D, sustainability, HR)
- Support product selection and standardization of SA.com product assortments
- Engage CSM to manage customer experience and complete customer maintenance requests
- Profitably grow book of business by hunting programmatic and transactional opportunities at the master account level across all categories and drive sales through program compliance at all account sites
- Establish and maintain business management relationships with senior executive team members within customer base
- Drive incremental sales and profitability and create growth strategy based on customer needs
- Execute strategies defined by Senior Leadership Team and integrate feedback from customers into sales approach
- Provide Staples solutions and value to customer challenges; provide critical feedback from customers to leadership and support teams
- Manage account assortment and pricing; communicate and work closely with internal partners such as Revenue Management, Category Specialists, and Support teams
- Communicate with prospects and customers daily in a professional manner, displaying high level of business acumen
Requirements
- 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 managing programs or business development
- Ability to interface at customer’s most senior levels
- Strong ability to develop and deliver presentations face to face and virtually
- Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
- Ability to set targets, design customer 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 minimal daily supervision
- Negotiating: Individual will oversee pricing negotiations for specific sales opportunities
- Lead Team selling: Individual will be responsible for coordinating and executing account planning processes in conjunction with category experts and customer experience teams
- Adaptable to change
- 4-6 years successful sales experience
- 4-6 years experience in Office Supplies including facility and breakroom, technology products, business furniture, print and promotional products
- 3+ years experience in Microsoft Office and other basic software tools
- 4-6 years experience in consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
- High school diploma or GED
- Preferred: Proficient in Microsoft Office and other basic software tools
- Preferred: Worked cross-functionally in a large, complex company
- Preferred: Prior account management and prospecting experience with Fortune 1000 accounts
- Preferred: Had responsibility for a sales budget and track record of exceeding quota
- Preferred: Managed a complex deal shaping from start to finish
- Preferred: Experience with business-to-business sales process
- Preferred: Had responsibility to retain and grow accounts
- Preferred: Bachelor’s degree
