Business Development Manager (Waterloo/Kitchener/Cambridge)

Staples - Guelph, ON (30+ days ago)

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Purpose of Job:
Staples Advantage is the contract business-to-business division of Staples, working with companies of 20 or more employees to develop customized programs with specialized pricing, dedicated account management, and a complete assortment of products and services at a low total delivered cost. In addition to a complete selection of office products, Staples Advantage offers: Business Interiors by Staples, Staples Technology Solutions, Staples Facility Solutions, Staples Print Solutions and Staples Promotional Products.

The Business Development Manager (BDM) is responsible for prospecting and closing new business. The BDM serves as the primary contact for the decision-makers and leads the sales process. The BDM works closely with the Account Manager and Sales Management and other company resources to successfully transition account implementation and management responsibility to them.

Primary Duties and Responsibilities:
Researches, contacts, qualifies, prepares and presents packaged solutions to acquire new business
Works with the Sales Manager & Regional Director of Sales to develop target account lists
Coordinates and leads sales efforts with other sales resources (e.g., Account Manager, Product Specialist, and Sales Manager)
Ensures smooth transition of on-going account management to Account Manager
Achieve revenue, gross margin and account targets through sales to new accounts
Achieve L.O.B. targets based on potential
Establish, maintain and develop relationships with potential customers who have been identified as target clients in order to meet corporate objectives of maximum profitability and sales growth
Analyze customer needs and interests in order to maximize sales volume and identify service requirements
Identify, develop, prepare and present high impact sales presentations to current and/or potential corporate clients
Keep abreast of the products, applications, technical service, market conditions, competitive activities and industry trends through reading pertinent literature, training and consulting with manufacturers and their marketing representatives. Target Segmentation – Assigned Accounts, 12,000 to 120,000 in annual sales potential

QualificationsKnowledge/Skill Requirements:
Able to interface internally to the company with tact and diplomacy
Ability to set targets and design growth plans
Ability to coach, performance manage, lead, motivate, and manage for results Ability to interface at the most senior levels at a customer
Strong analytical skills and the ability to multi-task
Strong verbal, written, and presentation skills
Strong interpersonal and customer relation skills
Strong business, financial, operations, and technical acumen
Demonstrates consultative selling skills
Demonstrates strong teambuilding attributes
Computer literacy, including above average competency in Excel, Word, Outlook & PowerPoint
Trained as a facilitator in sales training programs
Strong negotiation skills with proven closing ability
Demonstrated ability to balance multiple projects involving large revenues and a high degree of complexity
Experience coaching for results, good organizational skills and demonstrated positive leadership style
Creative selling, project management skills and strategic planning ability required
Superior time management and organizational skills
Ability to function independently with little or no supervision as well as working effectively in a team environment
Supervisory skills an asset
Strong knowledge and understanding of telesales and the sales planning process

Recommended Qualifications:
1 - 3 years of selling experience prospecting and developing new accounts or equivalent transferable experience
Previous office product industry experience is helpful
Strong computer literacy - experience with an asset

Post secondary education in business related discipline – Diploma or Degree preferred
Staples is committed to providing accommodation to people with disabilities throughout the job application and interview process to the point of undue hardship. If you require an accommodation during the application or interview process, please contact a Customer Care Representative at 1-866-782-7537.

Staples is an equal opportunity employer and an accommodation will be provided during the hiring process if requested.