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Staples is business to business. You’re what binds us together.
HiTouch is full-service company with a network of local distribution centers in the United States. HiTouch provides a wide range of office productivity services in personalized and environmentally responsible ways. After joining the Staples family in 2018, HiTouch has helped us grow alternative distribution channels.
What you’ll be doing:
The Key Sales Rep (KSR) is an integral part of the furniture sales model and supports the HiTouch Furniture division philosophy of winning together while keeping it simple as we deliver for our customers. Partnering with our FAE’s and Generalist Sellers, the KSR works to uncover and close large strategic accounts whether local, regional, super-regional or national accounts. The KSR’s will work in conjunction with our FAE’s and generalist to create and support furniture opportunities (up to ~$100,000.00) and also manage a personal book of business that should grow to between $9m-$11m in annual revenue. The KSR serves as the furniture expert, guiding the furniture solution for all sold furniture programs, which include customer standards programs, single project events, or other strategic holistic furniture programs created for each specific client. Leads all facets of the sales process from developing the furniture programs, engaging our internal design support, negotiating pricing and contracts. Engages with customers via phone, conference call or email to determine furniture needs and then develops appropriate solutions that meet the customer’s requirements from a budget, function, and time perspective. Close sales based on understanding customer needs and recommending appropriate solutions. Additionally, executes outbound call campaigns to existing customers, to uncover and drive business in any furniture aspect.
What you bring to the table:
- Aligned to FAE’s and Generalist sellers, working with RSD’s Furniture and ASM’s Generalists and serve as primary point of contact for all furniture programs and opportunities for a variety of clients ranging from commercial, healthcare, public sector, and K-12/Higher Ed
- Utilizes selling tools such as GPO’s, State and local contracts, and manufacturer-driven purchasing agreements
- Effectively manage a sales funnel and pipeline to meet or exceed established KPIs
- 10% of time spent leveraging campaigns and sales tools to identify new business opportunities in assigned strategic market areas
- Expectations of new business development are a critical component of this role.
- Partners with generalists to build and execute on transactional furniture strategy for targeted accounts
- Serve as furniture expert, presenting furniture insights/trends, best practices, solutions on generalist team calls and presentations to clients
- Responsible for executing sales campaigns and sales initiative.
- Develop solutions for customers, including product selection and specification by collaborating with our design team
- Research product solutions, delivery options & sourcing conditions
- Pricing and product proposals to include identifying alternative products when applicable and necessary
- Complete regular training on products, vertical market solutions and sales tactics to maintain expert status
- Generate and revise quotes and present to the customers in conjunction with the sellers on shared accounts
- Resolve escalated customer issues
- Create standards programs, including both transactional contracts, standards programs, and stand-alone project solutions
- Collaborate with selling partners and work independently in focused markets to generate sales through multiple creative approaches
- Generates and revises quotes while maintaining HiTouch expectations for margins and net profitability
- Research product solutions, delivery options, sourcing while meeting installation/delivery timeline expectations of our customers
- Develops solutions for customers, including product selection, program options, and total scope of services
- Works collaboratively with our internal support teams to engineer best solutions to meet client expectations
- Serves as a primary point of contact for specific customers on future orders
- Strong computer experience in MS Office Platforms, AS400 and furniture quoting software
- Strong Salesforce.com is a critical experience requirement
- Proven self-starter with energy and motivation to uncover, develop and close sales
- Ability to work independently with nominal supervision
- Ability to sell company values and services, in addition to program features and benefits via phone and internet, while some customer-facing presentations may surface on occasion
- Strong time management skills with a high degree of understanding prioritization
- Strong verbal and written communication skills while maintaining a professional appearance
- Strong interpersonal skills to be able to interact across the different departments within HiTouch Furniture as well as with clients, existing or prospect
- Ability to balance multiple concurrent responsibilities of varying priorities and to shift focus from one to another with minimal loss of productivity or work quality
- Strong Problem-Solving Skills with a Customer focused mentality
Qualifications:
What’s needed- Basic Qualifications:
- 4 + years of related work experience
What’s needed- Preferred Qualifications:
- Bachelor's Degree or an equivalent combination of education, training, or experience
- Furniture industry/product knowledge
- Ability to anticipate competitive positioning and respond accordingly
- Knowledge of current industry trends in order to recommend relevant and leading-edge solutions to customers
- Engaging manufacturing partners when necessary for competitive analysis
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 perks and benefits
