Business Development Director, Commercial Enter...

Staples is business to business. You’re what binds us together Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales. The Director of Business Development is focused on prospecting and closing business within the Enterprise/Fortune 500 market. Primarily by securing contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all categories of products. Business Developers are responsible for mapping prospecting strategy for each potential customer and engaging proper selling partners such as category experts to close/win the account. Has detailed knowledge of products and services to offer and ensures that products and services consistently satisfy prospects needs and challenges. This role also requires strong collaboration with support and internal partners such as category experts, implementations/support, and pricing. What you’ll be doing: Win $5M annually in coordination with the Executive Leadership by creating an enterprise sales & revenue strategy to win high revenue prospects. Extensive experience and ability to negotiate with C-Level for Fortune 500 prospects. Adept at navigating complex sales/business development cycles that factor in numerous influencers and decision makers. Develop senior relationships with key targets and top accounts across diverse personas, influencers and strategic partners. Maintain a high degree of transparency in pipeline management, pricing negotiations and contract governance through CRM. Demonstrates expertise of prospect industry buying processes and ability to support product selection and standardization. Teaming with category experts to add value and expertise to best position Staples to win. Collaborates with Revenue Management Team and Sales Engineer to make discretionary pricing decisions based on knowledge of competitor spend, account servicing needs, and assessment of future spend commitments. Collaborates with internal resources such as support teams, sales engineers, account executives, and category experts to meet customer needs and ensure seamless onboarding. Exhibit high level of business acumen and Strategic Selling methodologies to create a value-based deal and align with the customers’ vision and initiatives (e.g., I&D, sustainability, HR), as well as understand the competitive landscape; Ability to design and negotiate intricate contracts. What you bring to the table: 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 managing programs or business development. Ability to interface at prospects’ most senior levels. Strong ability to develop and deliver presentations virtually and face to face. Consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills. Ability to set targets, design customer growth plans, and 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. What’s needed- Basic Qualifications: 7+ years related experience managing large complex customers Demonstrated work ethic, self-disciplined. Strong organization and time management skills. Excellent communication skills with most senior levels. Superior negotiation skills. Ability to confront difficult issues and inspire others to embrace a course of action. High level of personal maturity and emotional intelligence. Skilled in business analytics with the ability to make financial and fact-based decisions. Superior virtual and face-to-face presentation skills. Demonstrated team-building skills. Proficiency in PowerPoint, Excel, and Outlook. Industry knowledge. Strong negotiation skills. What’s needed- Preferred Qualifications: Bachelor’s Degree. We Offer: Inclusive culture with associate-led Business Resource Groups Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays) Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more! At Staples, "inclusion" is an action word. It represents what we do to ensure that all employees feel valued and supported to contribute to their fullest potential. When we operate inclusively, diversity naturally follows. This is why we work hard to foster an inclusive culture, as we seek employees with unique and varied perspectives and areas of expertise. The result is a better workplace and innovative thinking that helps us exceed our customers’ expectations – through the power of the people behind our iconic brand. Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.