Inside Account Specialist

Account Specialist

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

Our world-class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers' unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We're constantly discovering new ways to reach our goals, taking time to develop our skills and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.

The Account Specialist with low touch accounts that are declining, underpenetrated and new to win back their recently lost business or grow underpenetrated business. Account Specialists engage customers remotely by phone, video, and digital communication to win-back and retain sales as well as facilitating introductions to our category experts for more complex business needs. This role is part of a team and does not have assigned accounts It is a high velocity sales position that leverages a prioritized customer insights tool to engage and sell to contacts across the entire standard and low touch customer segment.

What you'll be doing:

• Engage customers who have declined or are underpenetrated to drive win-back and retention through phone, video, and digital channels.
• Strategically analyze reasons for account declines to strategically target contacts and categories for growth.
• Meet weekly and monthly sales lift targets and KPIs as set by sales leadership.
• Consistently achieve activity goals including outbound dials, sell time, and customer engagements.
• Provide outstanding service by resolving issues and ensuring customer satisfaction.
• Utilize CRM software to manage interactions, track sales activities, and maintain accurate records.
• Manage sales funnel and pipeline through to closed stages, ensuring continuous progress.
• Collaborate with internal teams, including Category Sales Specialists and Customer Service, to deliver solutions and drive growth.
• Use Professional Selling Skills (PSS) to identify customer needs and develop a value-added proposition, proposal & pricing.
• Oversee pricing negotiations and influences on the spot pricing decisions in order to cultivate a seamless customer experience.
• Participate in training programs and workshops to enhance sales skills, product knowledge, and customer relationship management abilities.
• This role must understand all of Staples different contract types and account setups to effectively sell to customers.

What you bring to the table:

• Strong communication skills and active listening abilities.
• Exceptional organization and time management skills.
• Solution-oriented, self-starter, and results-driven mindset.
• Ability to meet or exceed incremental sales and gross profit goals - growing sales and margin within current customer base
• Coachable and receptive to feedback.
• Proven ability to build and nurture customer relationships.
• Adaptable to change and fast-paced environments.
• Team-oriented, able to collaborate effectively in a sales environment.

What's needed- Basic Qualifications:

• Minimum 1 year of account management or related experience.
• Proficient with MS Word, Outlook, Excel, and PowerPoint.
• High school diploma / GED

What's needed - Preferred Qualifications:

• Bachelor's degree preferred.
• Account management experience preferred.
• Previous responsibility for a sales budget with a track record of exceeding quota, activity metrics, and KPIs.
• Business-to-business sales process experience.
• Industry knowledge and experience building customer relationships.
• Demonstrated ability to retain and grow accounts while selling company values and services.

We Offer:

• Inclusive culture with associate-led Business Resource Groups.
• 112 Hours of PTO and Holiday Schedule (7 observed paid holidays + 1 floating holiday)
• Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more perks and benefits.