Territory Sales Manager

Staples - Jefferson City, MO

Full-time - Mid Level

Jefferson City, MO

Merchant Wholesalers, Nondurable Goods

About the position

Quill, a part of the Staples family of brands, has been a leader in office supplies since 1956. Acquired by Staples in 1998, Quill is dedicated to delivering essential services, solutions, and award-winning customer support to help both customers and employees thrive. The Field Sales Executive role is pivotal in driving the conversion of $1 million in new revenue from new customers while developing programs to foster sales growth in the public sector (SLED) and commercial markets. This position covers the state of Missouri and requires a strategic approach to territory penetration, continuous performance analysis, and adaptability to meet and exceed revenue goals. In this role, the Field Sales Executive will qualify prospects based on customer size, spend, and potential, and will route opportunities to fellow sales team members as necessary. The position involves scheduling appointments and meeting with prospective customers in person to present Quill's values and solutions. Utilizing marketing collateral, the executive will create engaging presentations to drive prospect engagement and conversion. Attendance at conferences, tradeshows, and events is also required to represent Quill and acquire new customers. The Field Sales Executive will create and present custom pricing solutions to potential high-growth commercial customers and leverage education contracts, including Cooperative Purchasing partnerships and bids, to acquire new education customers or drive growth for existing ones. Upon customer commitment, the executive will ensure a smooth transition to the account management team. Meeting and exceeding monthly and quarterly quotas and key metrics is essential, as is maintaining accurate and up-to-date records in the CRM system, including activity logs and pipeline management. The role also emphasizes the importance of seeking constant improvement through coaching and collaboration with peers and sales leadership, fostering a positive team culture, and championing company values and services.

Responsibilities

• Drive conversion of $1 million in new revenue from new customers.
• Build territory penetration strategy and analyze individual performance.
• Qualify prospects based on customer size, spend, and potential.
• Schedule appointments and meet with prospective customers in person.
• Utilize marketing collateral to create engaging presentations.
• Attend conferences, tradeshows, and events to represent Quill.
• Create and present custom pricing solutions to potential customers.
• Leverage education contracts and Cooperative Purchasing partnerships.
• Ensure smooth transition to the account management team upon customer commitment.
• Meet and exceed monthly and quarterly quotas and key metrics.
• Maintain accurate records in CRM, including activity logs and pipeline.
• Seek ways to improve through manager and peer-led coaching.
• Foster a positive team culture and build trust with colleagues.

Requirements

• High School diploma or GED.
• 4+ years of field sales experience.
• Strong communication and persuasion skills.
• Strong presentation skills.
• Self-starter with results-oriented mindset.
• Strong time management and organizational skills.
• Ability to adapt to change and handle rejection.

Nice-to-haves

• 6 months+ of relevant experience in the public sector market.
• Bachelor's degree or equivalent work experience.
• Proven business development experience.

Benefits

• Inclusive culture with associate-led Business Resource Groups.
• 22 days of PTO and Holiday Schedule (7 observed paid holidays + 1 floating holiday).
• Online and Retail Discounts.
• Company Match 401(k).
• Physical and Mental Health Wellness programs.