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Business Development Manager - Lower Sackville


Function: Sales/Telesales Location: Halifax, Nova Scotia Date posted: 04/03/2016 Type: Full-time Permanent / Contract: Regular Job number: 971907

JOB SUMMARY

The Staples Business Development Manager focuses on developing & growing Staples’ customer’s sales across both our retail and delivery channels. Monthly and quarterly communication with customers, both outbound and inbound in nature, includes making sales calls focusing on capturing sales in categories customers are not buying from Staples today. Business Development Managers are responsible for utilizing their internal systems to collecting marketing intelligence and customer data during interactions with their customers, which can then be leveraged during future sales calls.

The Business Development Manager is wholly responsible for the satisfaction, growth and development of his/her account base of approximately 750 accounts, while utilizing internal resources to overcome obstacles. With the main goal of growing their customers’ share of wallet with Staples in mind, sales calls placed by the Business Development Manager should be focused on discovering and analyzing their customers’ specific needs, both general and those that are industry-specific. It important to know that customer’s in the Business Development Manager’s book of business are underperforming based on the same vertical & same business size of similar industries. The Business Development Manager is required to position and promote the most appropriate features/benefits of Staples to positively influence their customers’ spend.

The Business Development Manager should create a sense of urgency for their customers to purchase with Staples through personalized and targeted conversations, while leveraging the most appropriate collateral to drive conversion and sales. The Business Development Manager is expected to practice fiscal responsibility with marketing dollars made available throughout Staples, Inc. to proactively sell Staples products, while ensuring that they are driving positive margin dollars for the company. Providing world-class sales experience for our customers, should be the focus of the Business Development Manager, while keeping Staples’ values and objectives in mind at all times to ensure customer satisfaction and sales loyalty.

Roles/Responsibilities

  • Drive aggressive sales improvement by unlocking incremental sales opportunities (e.g., targeting a customer for whom Staples is likely a secondary vendor)

  • Generate consistent revenue stream from both current and new accounts

  • Secure long-term category wins through price, value, overall program value proposition (i.e. repurchase rates)

  • Uncover new sales opportunities through pipeline management (e.g., new buyers, new categories, new locations, new competitive set)

  • Leverage pipeline to forecast sales growth and track lead sourcing on a monthly basis

  • Qualify customers on an annual basis validating data such as company size, physical location(s), # of buyers at each location, sales growth

  • Possess detailed knowledge of customer insights (i.e., business size, industry, purchasing behavior, etc.) and leverage data (with data science) to determine optimal contact strategy

  • Possess strong negotiation and sales skills to win/steal business, utilizing Negotiated Pricing as primary selling tool

  • Display strong knowledge of key national/regional competitors

  • Collaborate with specialized business groups to secure sales in new product categories

Key Performance Metrics

  • Net Sales $

  • Sales Comp (minimum of 10% growth)

  • Margin $

  • AOV

  • Monthly Frequency Rate

  • Conversion of opportunities to wins in pipeline management Specialty sales lead conversion rate & AOV

  • Contact Rate (expected to make a minimum of 15 contacts per day; likely will make 60-75 attempts per day)

  • Category Penetration

  • Staples Brand Penetration

PRIMARY DUTIES AND RESPONSIBILITIES

  • Meet or exceed Productivity Goals as defined at the beginning of each Period

  • Meet or exceed monthly Sales Goals provided at the beginning of each Period

  • Maintain an average talk time

  • Handle all call backs or inbound calls.

  • Utilize contact management software and order entry system to track and capture appropriate and required information.

  • Strong organization, time management, and decision making skills are necessary.

  • Promote Staples features and benefits appropriately based on customers’ needs.

  • To actively drive account base to purchase each month inclusive of growing share of wallet.

  • Solve all service escalation for every account managed, proactively contact the party

  • responsible for solving the customer’s dilemma and follow through to ensure customer satisfaction.

  • Act as customer’s primary liaison to Staples in regards to product, pricing, billing,etc.

KNOWLEDGE / SKILL REQUIREMENTS

  • Must have worked in an environment where a customer centric goal is present (i.e.retention, average sales, etc.)

  • Minimum 3 years blended customer service and sales experience in a Contact Centre or Retail environment is an asset.

  • Ability to produce results on a day to day basis.

  • Ability to overcome multiple objections in the course of a call.

  • Strong interpersonal skills with the ability to persuade others and problem

  • Solve individually customer concerns.

  • Strong individual motivation and ability to multitask.

  • Exceptional decision making skills are necessary.

  • Keyboard/typing skills required. Basic PC knowledge and Internet Savvy.

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.

http://globalcareers.staples.ca/jobs/sales-telesales/business-development-manager-lower-sackville-halifax-14549686/


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