Business Development Manager


Business Development Manager

Function: Sales/Telesales Location: Halifax, Nova Scotia Date posted: 12/19/2016 Type: Full-time Permanent / Contract: Regular Job number: 1000248

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 under performing 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

• Category Penetration

• Staples Brand Penetration

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

Shift - 9:30am to 6pm - Monday to Friday

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 1-877-782-7537.


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