AVP Business Development

Job Description

Staples is business to business. You’re what binds us together.

Our world class sales and sales support teams work directly with businesses 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 AVP Business Development is responsible for maintaining and delivering incremental sales growth annually. Through leading a team of ASMs, they must develop and implement a sales strategy to ensure the company meets revenue and profit objectives. Responsible for delivering incremental new sales growth annually on a regional basis through business development team efforts. Implement sales strategy and ensure the company meets revenue and profit objectives. This position is accountable for new business. Incremental new sales growth annually on a regional basis through business development team efforts. Implement sales strategy and ensure the company meets revenue and profit objectives. This position is accountable for new business. The AVP Business Development is responsible for coaching and developing frontline managers and sellers, readying them for succession across the sales organization. **

What You’ll Be Doing**

• Results Orientation: Sets high standards for self and the team, ensuring key metrics are met and aligned with Staples purpose and vision.
• Planning: Integrates planning efforts with team and product categories per alignment with strategic objectives. Ensures availability of appropriate resources and effectively allocates resources within the region.
• Managing Execution: Ensures the execution of tactical and operational segments of the sales plan for all products and services relevant to regional scope.
• Focus on Service: Ensure full, complete compliance of all selling activities within the area of responsibility to the business unit standards. Participates in quarterly and annual account reviews for top accounts.
• Engage & Inspire: Personally responsible to create a culture where associate engagement is essential. Regularly recognizes individuals and empowers associates to be ‘owners’ of the business.
• Developing Others: Develops management team and sales associates to maximize their potential as leaders and ensure revenue growth while maximizing profitability.
• Communication: Prepares sales and activity reports, maintains ongoing effective communications.
• Open Communication: Maintains effective, on-going communication with executive management, other regional managers, and all members of the regional team.
• Adaptability: Solution-oriented. Adapts appropriately and timely to competing demands & shifting priorities.

What You Bring To The Table

• Providing ongoing coaching, mentorship and training reinforcement on key learnings to all ASMs and B2Bs
• Upskilling in an evolving sales environment
• Review progress of KPI achievement by team
• Recruiting and developing top talent to meet both their career goals and the organization's goals and leading through Performance Management
• Onboarding and training new sales managers, maintaining all new hire provisions, partnering on all commission expense management in their region, leading to annual appraisal and pay actions
• Approve annual Performance Appraisals and scoring
• Creating and sustaining an engaged culture of sellers and sales leaders
• Responsible for achieving overall margin dollar quota attainment for entire Region
• Always has a “pulse” of what is going on with their teams- uses this to assess and prioritize workload, monitor engagement and provide guidance
• Always up to date on industry, changing demographics, market and other external business factors when making decisions
• Direct efforts of the salesforce to achieve to highest possible results
• Identify gaps and opportunities in performance and strategize on plan to close gaps, including focused call days, etc.
• Drive and define strategy in an evolving sales environment
• Leading teams from a former focus on face to face/outside sales to a successful hybrid next generation selling model
• Collaborate with peers and LOB leaders to determine what solutions best meet the needs of our diverse customers
• Responsible for analyzing and understanding the quality of the book of business for their entire region
• Hiring and performance management of reporting associates
• Ability to juggle several priorities with Sr. leadership visibility at once
• Detail-oriented with a high level of personal accountability
• Responsible for collaborating with cross-functional partners
• Will attend appointments, both virtually and in-person with large prospects
• Personally, models a positive attitude, resilience, and openness to change and encourages it in others
• Demonstrates openness to different ways of doing things and can effectively communicate the reasons for change
• Drive and manage adherence to the regimens being implemented for each of the teams and to drive compliance to these expectation
• Strong influencing skills, verbal and written fluency; professional business acumen
• Strong ability as a leader and manager

Qualifications - External

What’s needed- Basic Qualifications:

• Prior experience as a district-level Sales Manager
• 5+ year’s experience proficient in using Salesforce and Microsoft Office Suite
• 5+ year’s experience in presentation
• 5+ years managerial experience
• Prior experience in sales and managing customer relationships
• 4+ year’s experience setting strategy and planning for a sales organization
• 4+ year’s experience creating and/or supporting a coaching environment

What’s Needed- Preferred Qualifications

• Working knowledge of Einstein Analytics, Power BI, Tableau, Anaplan, Tenfold & HVS

About Us

Staples is an Equal Opportunity Employer who values the diversity of our people, products, and services.