Staples Promotional Products

• Prospect and win new small-to-medium business customers within a defined territory • Build and manage a robust pipeline through proactive outreach using phone, video, face-to-face meetings, and digital tools • Set and conduct appointments with key decision-makers to uncover business needs and position solutions • Apply consultative selling techniques to identify opportunities and recommend customized product and service solutions • Effectively communicate Staples’ value proposition across product categories and services • Utilize CRM and sales tools (e.g., SFDC, Tenfold, prioritized call lists) to optimize productivity and track activity • Collaborate with internal partners, including customer support and category specialists, to close deals and ensure successful onboarding • Onboard and ramp newly won accounts to drive adoption, retention, and long-term growth • Analyze customer industries and buying processes to deliver insights and tailored solutions • Continuously refine your sales approach based on feedback and market trends

• Manage an average portfolio of ~100 customer accounts, with approximately $16M in revenue responsibility, ensuring profitable growth across the book of business. • Drive revenue by proactively identifying and pursuing programmatic and incremental opportunities across the full account hierarchy (site-level, end-user, and enterprise-wide). • Partner closely with Outside Developers to increase sales and ensure program compliance across all customer locations. • Leverage prescribed sales tools (e.g., Prioritized Insights, Tenfold, Salesforce (SFDC)) to prioritize activities, improve efficiency, and document customer interactions and insights. • Collaborate with category experts and customer support teams to execute account plans and deliver best-in-class service to customers. • Work in partnership with the Revenue Management Team to evaluate opportunities and make discretionary pricing decisions, informed by account knowledge and future spend potential; ensure accurate execution of BPIs in accordance with contract terms. • Demonstrate strong business acumen and sales expertise to uncover incremental opportunities at both master and site levels, while maintaining awareness of the competitive landscape. • Develop deep understanding of customer industry purchasing processes, enabling effective product selection guidance and standardization of SA.com product assortments. • Lead implementation and ramp-up of new and existing customer programs, driving adoption and compliance to maximize value realization. • Engage the Customer Support Center (CSC) to proactively manage the customer experience and resolve maintenance or service-related requests. • Build and maintain strategic relationships with senior executive stakeholders within the customer base to strengthen partnerships and drive long-term growth.

• Supporting administration of base pay, incentive compensation, and annual merit/bonus cycles • Conducting analyses to ensure internal equity and external competitiveness; identifying trends and recommending solutions • Providing guidance to managers and HR partners on compensation practices, policies, and job evaluations • Maintaining compensation data, job structures, and records within HR systems • Preparing compensation reports, dashboards, and audit documentation • Supporting benefits program design, implementation, and administration (health, welfare, retirement plans) • Analyzing benefits utilization, trends, and employee feedback to identify improvements • Managing benefits enrollment tracking, eligibility, and data accuracy • Partnering with vendors and supporting benefit-related processes and annual enrollment • Developing clear communications, guides, FAQs, and presentations to increase employee understanding of Total Rewards programs • Supporting cross-functional projects, system implementations, and process improvements • Collaborating with stakeholders to drive program effectiveness and continuous improvement

• Serve as primary liaison for assigned Enterprise and Strategic customers • Optimize utilization of program benefits and serve as escalation point for resolving complex customer needs • Oversee customer projects that span multiple systems, processes, and/or departments • Identify evolving customer needs and tailor solutions • Identify opportunities for simplification, upselling, and enhancing customer partnerships • Determine root cause of issues and identify resolutions • On-board customers as needed in partnership with Sales • Conduct business reviews & presentations to executive-level stakeholders • Log all activity in Salesforce using Case Management

• Own full lifecycle recruiting within U.S. Retail focusing on store leadership to support the growth of our business. • Partner with hiring managers and HR leaders to identify key requirements, be the expert at assessing talent, and collaborate on hiring recommendations and workforce planning • Nurture candidate relationships, clearly outline role expectations, speak with passion, actively communicate and be transparent with candidates throughout the process • Collaborate and participate with HR and other areas of the business on recruiting, operations, and any other related projects, initiatives, deliverables, and other responsibilities as assigned • Work in partnership with the business to understand their needs, create the recruitment strategy (inclusive of a diverse slate of candidates), identify challenges and determine solutions • Utilize social media, CRM, networking sites, ATS, organizations and other sources to find and attract talent • Own the full lifecycle recruiting, including sourcing, attracting and screening candidates, developing short/long-term pipelines, closing candidates and everything in between

• Partner with KAEs and Generalist sellers to grow revenue and margin while maintaining a customer centric focus. • 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. • 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 initiatives. • 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. • Create standards programs, including both transactional contracts, standards programs, and stand-alone project solutions. • RFP and bid pricing in support of sellers and Staples held contracts.

• Exhibit effective appointment setting skills and set the required number of appointments each week with the correct decision makers. • Effective Selling Skills • Utilizing professional selling skills • Discover prospects incremental and programmatic needs • Effectively communicates Staples value propositions, capabilities, products and assortments including all categories • Capable of overcoming objections and closing the sale. • Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Priority List, Tenfold, SFDC). • Internal Partnerships: Effectively work with customer support/set up teams and category specialists to progress deals forward to closed won • Implements and ramps wins driving compliance to new account/program • Expertise of prospect industry buying process’ and ability to support product selection and standardization • Create sticky accounts which will continue to purchase from Staples • Integrates feedback from prospects into their sales approach • New customer assortment and pricing • Internal Teaming: Individual will need to communicate and work closely with Category Specialists, and Support teams • Customer Communications: Individual is responsible to communicate with prospects daily in person and face to face in a professional manner

• Works independently with limited supervision for Large/Complex Formal bids over $2M • Shares responsibility for Daily Bid Assignments to the Bid Team • Provides a second-tier escalation point for the Bid Analyst team • Assists management, leading Training and On-boarding of new Associates • Coordinates and manages Bid Team reporting for bid activity and bid results • Makes recommendations for Sales Leadership on complex RFP/RFQ’s for Bid Strategy • Engages with the STS Sales teams and other cross-functional departments on all activities related to Bid processes

• Analyze complex data sets to identify pricing insights, bid support needs, and commercial trends. • Support pricing and bid strategy through analysis of sales performance, pricing trends, deal outcomes, and competitive inputs. • Proven ability to analyze cost structures, pricing models, margins, and rebates to drive profitability and commercial optimization. • Support large and complex bids by evaluating pricing structures, margins, rebates, and risk factors. • Partner with sales, pricing, finance, and procurement to support bid development and pricing recommendations. • Use reporting tools, including Power BI, and advanced Excel to analyze pricing performance, profitability, and bid outcomes. • Maintain accurate documentation, analysis, and supporting materials in structured processes where compliance, precision, and auditability are important. • Facilitate brainstorming sessions and workshops to generate creative solutions for sales transformation. • Implement systems for capturing, evaluating, and prioritizing innovative ideas within the sales organization. • Build strong relationships with internal teams and external partners to support product, pricing, funding, and availability considerations within complex opportunities.

• Establish priorities and accountabilities for Staples Technology Solutions field leadership. • Guide activities and monitor progress toward the achievement of annual goals, especially sales and gross margin goals. • Direct and guide the successful implementation of key strategic priorities/initiatives of the Technology Solutions business. • Establish solid working relationships with counterparts on Office Products and other Product Categories in order to foster a collaborative team selling environment with key stakeholders. • Work with the Technology Solutions VP/GM to set the strategic direction of the business. • Actively participate as a member of the senior leadership team to collaboratively establish priorities, objectives, and plans for implementation. • Engage with customers for larger project or programmatic sales opportunities. • Develop and maintain strong supplier relationships with Staples preferred suppliers. • Model the way for Technology Solutions Directors in terms of successful executive sales engagement; advance the sales process as required and assist in the closure of key sales opportunities. • Hiring of Technology Solutions Directors.