B2B Sales Consultant
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Job Description
B2B Sales Consultant prospecting and closing small-to-medium business customers for Staples, an office-products retailer. Onboarding new accounts and expanding customer purchasing through consultative selling.
Responsibilities:
- Hunt within a defined territory to prospect and win net new small to medium business customers
- Ramp and onboard newly won accounts to expand the customer base
- Drive prospect engagement remotely by phone, video, face to face, and digital tools
- Set the required number of weekly appointments with appropriate decision makers
- Discover prospects’ incremental and programmatic needs
- Communicate Staples value propositions, capabilities, products, and assortments across all categories
- Overcome objections and close sales
- Use prescribed selling tools such as Priority List, Tenfold, and SFDC to prioritize activities, improve efficiency, and document customer engagement
- Work with customer support, setup teams, and category specialists to progress deals to closed won
- Implement and ramp wins while driving compliance to new account/program requirements
- Support product selection and standardization based on prospect industry buying processes
- Create accounts that continue purchasing from Staples
- Integrate prospect feedback into the sales approach
- Develop new-customer assortment and pricing
- Communicate and work closely with Category Specialists and Support teams
- Communicate with prospects daily in person and face to face in a professional manner
Requirements:
- 1-3 years of successful sales experience or success as a Staples B2B Sales Associate
- 3+ years experience in PowerPoint, Excel, and Outlook
- Bachelor’s Degree (preferred)
- Knowledge of Customer Relationship Management tool (CRM) (preferred)
- Industry knowledge (a plus)
- 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
- Ability and motivation to find, develop, and close sales
- Demonstrated work ethic, self-disciplined
- Ability to succeed in a competitive selling or goal-oriented environment
- Ability to be coached and to incorporate feedback
- Professional appearance and demeanor
- Strong organization and time management skills
Benefits:
- Inclusive culture with associate-led Business Resource Groups
- Flexible PTO (22 days)
- Holiday Schedule
- Online and Retail Discounts
- Company Match 401(k)
- Physical and Mental Health Wellness programs
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