Key Account Developer Facilities

Key Account Developer (KAD)

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 Key Account Developer (KAD) is a vital component of the Facilities sales model, working closely with high-performing Key Account Executive (KAE) teams through a collaborative selling approach. This role acts as a co-seller and strategic sales resource, supporting KAEs in managing customer relationships and identifying new category growth opportunities. While Jan/San remains a core focus, the KAD has a strong emphasis on launching and growing Total Coffee Programs.

In addition to driving sales, the KAD maintains strong customer relationships through ongoing support and compliance management, acting as the "quarterback" of the Facilities team and connecting sales and support functions for a seamless customer experience. Success in this role requires strong collaboration, strategic thinking, and a customer-first mindset.

What you'll be doing:

Work directly with assigned KAEs, Vertical KAEs & AVPs to identify and pursue both programmatic and transactional opportunities.

Drive SOW (Scope of Work) growth in both net new and existing customers in the Enterprise portfolio.

Promote compliance, program maintenance, and category penetration using customer insights tools and Salesforce.com (SFDC).

Support win/ramp attainment and ensure realization of sales dollars on new opportunities.

Utilize reporting and analytics to target the best prospects with the Key Account selling partner.

Provide pre-sales support, including presentations, pricing, quotes, product specs, and implementation support.

Complete bid and formal RFP submissions.

Offer product comparisons and suggest alternatives based on customer needs.

Act as the secondary seller to the KAE, focusing on breakroom opportunities.

Develop selling skills such as qualifying, strategizing, sales call tactics, closing, and maintaining service levels.

Understand key facilities processes for sourcing, order fulfillment, and project management.

Proficiency in Breakroom and Dispenser program processes with a strong focus on the Staples Total Coffee Program.

Engage vendor partners for selling support, product info, samples, deviations, and implementation support.

Complete job-related training courses and seminars as required.

What you bring to the table:

Eagerness to learn and adopt the Staples selling motion.

Coachability and flexibility.

Curiosity and dedication to mastery of program execution.

Comfort with challenging the status quo for improved results.

What's needed - Basic Qualifications:

Proven self-starter with energy and motivation to uncover, develop, and close sales independently

Ability to sell company values and services, beyond program features, via phone and digitally

Strong time management skills

Strong verbal and written communication skills

Strong interpersonal skills for cross-departmental interaction

Expertise in context-switching to balance multiple priorities

Problem-solving skills with a customer-centric approach

What's needed - Preferred Qualifications:

4+ years in Sales or Sales Support; 2+ years in Breakroom & Coffee Services and/or Janitorial Supply Industry or equivalent work experience in a related field.

Proficiency in MS Office (Excel, Word, PowerPoint)

Knowledge of Salesforce.com (desired)

Project Management skills (desired)

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!