Account Executive, Managed Print Services - Healthcare

Description

OUTSIDE SALES ROLE IN OUR COMMERCIAL ENTERPRISE DIVISION

Introduction:

Staples Technology Solutions (STS) is a B2B sales division of Staples Contract and Commercial business. Separate from Staples Retail Division, Staples Technology Solutions provides business process improvement to enterprise organizations including Managed Print Services, A3 MFP's, printers, data center infrastructure products and services, desktops, laptops, tablets, peripherals and outsourced IT products including cloud hosting and back up. From the largest global enterprises to local commercial businesses, our STS team sells directly to our large clients providing customized solutions that leverage our vast purchasing, warehousing, delivery and logistics and to meet customer's everyday business needs.

Position Summary:

The STAPLES Healthcare Print Account Executive is responsible for uncovering new and growing existing Staples print business within the Healthcare market as it relates to Managed Print Services, A3 multifunctional devices, A4 printers and various print accessories

Partnering with the industry's largest manufacturers, you will be helping healthcare organizations regain control of their print environment through Managed Print Services, A3 MFP's and A4 device placements. Your efforts will result in a cost-effective, brand-neutral plan that can work both with companies existing print fleets as well as a refresh of new printers and copiers. With your efforts and our comprehensive plan, from assessment to implementation our goal is to ensure companies get the best solution for their organizations.

The Account Executive is responsible for meeting Managed Print Services and A3 MFP revenue and profit targets through joint sales as well as through their own business development activities within the Healthcare market. In addition, they manage joint sales activities with Staples Sales Office Products Representatives. This role will serve as the region subject matter expert in Healthcare and leader of Staples MPS, and Copier Solutions and is focused on increasing sales volumes, and expanding Staples market share for MPS, A4 and A3 MFP sales.

Primary Responsibilities:

• Partner with Staples Office Products sales representatives to qualify and identify MPS, Print Hardware and A3 MFP opportunities, including defensive strategies to retain existing toner revenue stream in healthcare industry
• Develop and propose solutions that reduce existing Staples' customers overall document output cost in a non-managed print environment
• Conduct joint customer sales calls with Staples Office Products sales representatives and STS sales representatives to develop, propose, present and close MPS/MFP opportunities
• Help lead MPS assessments, proposal development and RFP responses
• Define MPS strategy, assessment criteria and total cost of ownership (TCO) variables within each unique customer account

Qualifications

Basic:

• High school diploma

• 2-4 years' experience selling Managed Print Services and MFP's

• Thorough knowledge of the Healthcare industry and successful track record

• An intimate knowledge of cost-per-page offerings and various financing alternatives

• Experience in outside B2B sales in the document solutions field or related technology

• Articulate communication and effective presentation skills in all business environments (small and large groups, all types of businesses, all levels of people and departments -- IT, "C" level decision makers, admin, purchasing, and users)

• Demonstrated ability to develop and present proposals that successfully articulate the managed print service value proposition and close new business within Healthcare organizations

• Knowledge of Managed Print/MFP industry trends, competition, customer buying patterns and marketing techniques

• Available for up to 50% travel across the Region

Preferred:

• Bachelor's Degree

• 4-6 years' experience selling Managed Print Services and MFP's

• Passion for success

• Ability to mentor and/or lead a cross-functional team of sales reps with differing backgrounds to identify, qualify and close MPS/MFP solutions within their current customer and prospect base

• Expert consultative selling and negotiating skills

• Knowledge of networking and connectivity, digital office environment, CDIA+ certification helpful

• Demonstrated ability to build strategic partnerships across organizations

• Exceptional time management, prioritization; organizational skills as well as attention to detail, analytical and problem solving skills

• Excellent verbal and written communication skills

Benefits:

Staples Technology Solutions offers a wide array of generous benefits to our employees such as:

• Competitive base salary plus UNCAPPED COMMISSIONS

• Regular SPIFF and bonus opportunities

• Medical, Dental and Vision plans with Health Savings Accounts

• 401K retirement plan

• Wellness program (Fitness reimbursements)

• Short and long term disability

• Flexible spending accounts

• Employee Assistance Program (e4 Health)

• Basic and Supplemental life insurance

• Life event benefits

• Paid holidays and vacations

• Car Allowance

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