AVP Enterprise Business Development - SLED

2 days ago

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Staples Promotional Products

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Marketing • Advertising • Design • Brand Promotion • Promotional Products

1001 - 5000

Description

• The AVP Business Development SLED leads a team of Business Development Directors and Business Development Executive sellers focused on hunting Enterprise new logos within the vertical markets of Education (K-12 and Higher Ed), State and Local Government. • Create a Sales & Revenue Strategy to win prospects and drive net new logo market share penetration for State, Local & Education Prospects in coordination with the VP of Business Development & Executive Leadership. • Ensure proper administration of all SBA National Government contracts and compliance with terms across all SBA regions. • Devise and deploy an activity-based sales plan for other SBA National Government contracts. • Develop the Vision of SBA’s niche in the K-12 Market & Higher Ed Market and build a strategic targeted approach. • Collaborate with internal SLED Partners and Marketing to devise sales plans and assure marketing collateral supports the business plan. • Prepare Annual Business and Growth Plans under the direction of the VP of Business Development. • Build and maintain superior relationships with various Business Partners, including National Administrators of National Contracts and consulting partners such as GSS. • Lead efforts focused on the pursuit of large/complex opportunities, managing deals over $5M annually with contracts for 3+ years. • Navigate and negotiate with complex C-Level prospects within State & Local Government Official and Education Prospects. • Design and negotiate intricate contracts that avoid potential risks for the company while being value-based for customers. • Collaborate with finance on a strategy for large & complex financial deals. • Lead highly complex deals requiring high financial acumen and negotiation tactics, often including understanding of RFP processes and building pricing/financial models. • Develop and ensure the execution of tactical and operational sales plans for national business development scope. • Partner effectively with sales and non-sales organizations to increase win rates, sales velocity, and profitability. • Evangelize Business Development leadership culture based on open communication, collaboration, goal achievement, and accountability. • Monitor emerging marketplace trends and available data to drive decision-making and ensure the evolution of sales strategy and execution. • Develop creative/effective business proposals that position Staples as a value-added provider with differentiated products, solutions, and services. • Advocate internally for customers' best interests while balancing financial long-term benefits/risks and company interests. • Manage client needs to meet internal constraints using sound judgment around capacity, capabilities, and resource constraints. • Effectively execute and improve sales driving programs including sales compensation, performance management, and professional development. • Drive top-line revenue by acquiring new logos. • Partner with Regional Vice Presidents to define Go-To-Market strategy. • Build collaboration with internal cross-functional teams. • Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners. • Lead complex sales negotiations emphasizing our value proposition, maximizing margin, overcoming objections, and closing business. • Maintain transparency in pipeline management, pricing negotiations, and contract governance. • Ability to forecast revenue.

Requirements

• Minimum 12 years of sales experience in a business-to-business environment or consultative sales experience, with 5+ years of sales management experience. • Demonstrated experience in securing large-scale, complex deals. • Proven track record of negotiating with State, Local, and Education Prospects. • Experience collaborating with deal teams such as Client Services, Legal, Order Management, Finance, etc. • Proven ability to identify enterprise-wide opportunities and structure innovative solutions. • Excellent communication skills and demonstrated ability to lead, mentor, and motivate Business Development Directors. • Proven consistent achievement of sales quotas and financial commitments. • Strong business acumen, forecasting skills, influencing skills, and communication skills. • Bachelor’s degree required; Master's or advanced degree preferred.