Business Development Manager (SLED, Northeast /MidAtlantic)

Staples is a leading provider of office products and services, and they are seeking a Business Development Manager to drive new business growth within a defined territory. The role involves identifying prospects, building relationships, and developing accounts to expand Staples’ customer base, while collaborating with various teams to deliver tailored solutions.

Responsibilities:

• Prospect for new business customers, set appointments, develop new accounts, and expand Staples’ customer base within an assigned territory
• Use a consultative sales approach to understand customer needs and recommend solutions aligned to the Staples value proposition
• Partner with sales support, product category experts, customer service, and account management teams to ensure customer needs are met
• Manage sales activity and performance expectations, including phone calls, emails, meetings, wins, and quota goals
• Develop and deliver compelling presentations virtually, in person, or through a hybrid approach based on market needs
• Serve as a peer mentor for new hires and support onboarding through best-practice sharing and field guidance
• Lead regional best-practice calls and contribute ideas that improve sales processes, techniques, tools, and customer outcomes
• Act as a subject matter expert on key tools and processes, including Salesforce, HVS, Sales Spot, and Price Right
• Support additional assignments as needed, including stepping in for Assistant Sales Manager responsibilities when appropriate

Requirements:

• 4+ years of related sales or business development experience
• Prior experience as a B2B Sales Consultant or similar field sales role
• Proven experience with Consortium Contracts (GPO/Sourcewell)
• Expert on Custom Contract set up and understanding of account profitability
• Prior experience with tools such as Salesforce, HVS, Sales Spot and Price Right
• A strong drive to win, high ownership, and the motivation to build new business from the ground up
• A consultative selling mindset with the ability to uncover customer needs, tailor solutions, and create value
• Resilience and the ability to view rejection as a learning opportunity while staying focused on next-best actions
• Experience developing new accounts and a proven track record in business development or B2B sales
• Strong presentation skills with confidence engaging customers virtually and in person
• Negotiation, solutions selling, insight selling, and advanced client management skills
• Business, financial, operational, and technology acumen to understand customer challenges and recommend practical solutions
• Ability to analyze business and industry trends and translate insights into customer-specific recommendations
• Comfort working independently with minimal daily supervision while staying accountable to activity and quota goals
• Collaborative approach with the ability to work cross-functionally with sales, service, and category experts
• Bachelor's degree preferred
• Knowledge of consortium contracts, custom contract setup, account profitability, and CRM systems
• Prior SLED business development experience