B2B Sales Consultant

About the Role: B2B Sales Consultant at Staples

Staples is committed to business-to-business excellence, and as a B2B Sales Consultant, you are essential to our success. In this role, you will actively hunt within a defined territory to prospect and acquire net new small to medium business customers. You will also be responsible for ramping up and onboarding these newly acquired accounts, significantly expanding our customer base. This is a high-velocity sales position that utilizes a prioritized call list to drive prospect engagement through a combination of remote channels (phone, video) and face-to-face interactions, complemented by digital tools.

What You'll Be Doing

• Exhibit effective appointment setting skills, consistently securing the required number of appointments each week with key decision-makers.
• Utilize professional selling skills to discover prospects' incremental and programmatic needs.
• Effectively communicate Staples' comprehensive value propositions, capabilities, products, and assortments across all categories.
• Capable of overcoming objections and adeptly closing sales.
• Leverage prescribed selling tools, such as Priority List, Tenfold, and SFDC, to prioritize activities, enhance efficiency, and meticulously document customer engagement and information.
• Collaborate effectively with internal customer support and setup teams, as well as category specialists, to advance deals towards successful closure.
• Implement and ramp up new wins, ensuring compliance with new account and program guidelines.
• Develop expertise in prospect industry buying processes and provide valuable support for product selection and standardization.
• Cultivate 'sticky accounts' that ensure sustained purchasing from Staples.
• Integrate feedback from prospects to continuously refine and improve sales approaches, focusing on new customer assortment and pricing.
• Communicate and work closely with Category Specialists and Support teams.
• Responsible for daily, professional communication with prospects, both in person and remotely.

What You Bring to the Table

• Strong drive and an unyielding desire to win.
• A strong aversion to complacency, always seeking improvement.
• Proven ability to view rejection as a valuable learning opportunity and to strategically double down on next best actions.
• Demonstrated experience and a proven track record in business development.
• Strong ability to develop and deliver compelling presentations, both virtually and in person.
• Proficiency in consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills.
• Ability to work collaboratively 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, aligning with Staples' value proposition.
• Ability to function independently with minimal daily supervision.
• The ability and motivation to proactively find, develop, and close sales opportunities.
• Demonstrated strong work ethic and self-discipline.
• Ability to succeed in a competitive selling or goal-oriented environment.
• Receptiveness to coaching and the ability to incorporate feedback effectively.
• Professional appearance and demeanor.
• Strong organization and time management skills.

Basic Qualifications

• 1-3 years of successful sales experience or success as a Staples B2B Sales Associate.
• 3+ years experience in PowerPoint, Excel, and Outlook.

Preferred Qualifications

• Bachelor’s Degree.
• Knowledge of Customer Relationship Management (CRM) tools.
• Industry knowledge is a significant plus.

We Offer

• Inclusive culture with associate-led Business Resource Groups.
• Flexible PTO (22 days) and Holiday Schedule.
• Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!

Key skills/competency

• Business Development
• Prospecting
• Consultative Selling
• Client Management
• Sales Strategy
• Negotiation
• Account Management
• CRM Software
• Presentation Skills
• Time Management