• Manage approximately 100 accounts with an average annual revenue responsibility of around $16M. 

• Drive profitable growth by identifying and securing incremental and renewal contractual commitments from key economic and technical buying influences. 

• Conduct daily outbound sales activities, engaging contacts virtually by phone, video, and digital tools. 

• Partner with Outside Developers to penetrate and expand accounts at the site and end-user levels. 

• Utilize prescribed selling tools to prioritize activities, document customer engagement, and optimize efficiency. 

• Collaborate with category experts, customer support, and revenue management teams to execute account plans and deliver optimal customer experiences. 

• Negotiate pricing and contract/service agreements directly with customers, making discretionary decisions based on account knowledge. 

• Implement and ramp wins driving compliance to new and existing programs for customers. 

• Establish and maintain relationships with senior executive team members within your customer base. 

• Integrate customer feedback into sales approach and provide valuable insights to leadership and support teams. 

• Strong drive and a desire to win, paired with a resilient mindset that turns rejection into learning opportunities. 

• Proven consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills. 

• Ability to set targets, design customer growth plans, and collaborate effectively with product category sales team members. 

• Advanced business, financial, operations, and technology acumen for analyzing customer data and industry trends. 

• Experience interfacing with customers at the most senior levels, delivering compelling presentations both virtually and in person. 

• Adaptability to change and strong time management skills in a fast-paced organization. 

• Ability to function independently with minimal daily supervision. 

• Demonstrated track record of managing programs or business development, exceeding sales quotas, and retaining/growing accounts. 

• Effective communication and relationship building skills, with a focus on delivering value to customers. 

• Expertise in product selection and standardization based on customer industry buying processes. 

• Solid knowledge of office supplies, facility and breakroom products, technology, furniture, print, and promotional products. 

• Minimum of higher secondary or vocational education. 

• At least 4 years of successful sales experience with government and education clients. 

• Proficient in Microsoft Office and other basic software tools. 

• Experience in pricing negotiations for specific sales opportunities. 

• Bachelor’s degree. 

• Prior account management and prospecting experience in a medium to large, complex company. 

• Experience working cross-functionally and responsibility for a sales budget with a track record of exceeding quota. 

• Managed complex deal shaping from start to finish. 

• Experience working with government and education co-ops. 

• Experience with business-to-business sales processes. 

• 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! 

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. 

The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate's experience, skill set, education, geography, business considerations, and internal equity.  In addition to base pay, this role may be eligible for bonuses, or other forms of variable compensation.