The AVP Business Development SLED leads a team of Business Development Directors and Business Development Executive sellers focused on hunting Enterprise new logos within the vertical markets of Education (K-12 and Higher Ed), State and Local Government. This role will report to the Vice President of Business Development.
Duties & Responsibilities- Create a Sales & Revenue Strategy to win prospects and drive net new logo market share penetration for State, Local & Education Prospects in coordination with the VP of Business Development & Executive Leadership.
- Ensure proper administration of all SBA National Government contracts and compliance with terms across all SBA regions.
- Devise and deploy an activity-based sales plan for other SBA National Government contracts.
- Develop the Vision of SBA’s niche in the K-12 Market & Higher Ed Market and build a strategic targeted approach.
- Collaborate with internal SLED Partners and Marketing to devise sales plans and assure marketing collateral supports the business plan.
- Prepare Annual Business and Growth Plans under the direction of the VP of Business Development.
- Build and maintain superior relationships with various Business Partners, including National Administrators of National Contracts and consulting partners such as GSS.
- Lead efforts focused on the pursuit of large/complex opportunities, managing deals over $5M annually with contracts for 3+ years.
- Navigate and negotiate with complex C-Level prospects within State & Local Government Official and Education Prospects.
- Design and negotiate intricate contracts that avoid potential risks for the company while being value-based for customers.
- Collaborate with finance on a strategy for large & complex financial deals.
- Lead highly complex deals requiring high financial acumen and negotiation tactics, often including understanding of RFP processes and building pricing/financial models.
- Develop and ensure the execution of tactical and operational sales plans for national business development scope.
- Partner effectively with sales and non-sales organizations to increase win rates, sales velocity, and profitability.
- Evangelize Business Development leadership culture based on open communication, collaboration, goal achievement, and accountability.
- Monitor emerging marketplace trends and available data to drive decision-making and ensure the evolution of sales strategy and execution.
- Develop creative/effective business proposals that position Staples as a value-added provider with differentiated products, solutions, and services.
- Advocate internally for customers' best interests while balancing financial long-term benefits/risks and company interests.
- Manage client needs to meet internal constraints using sound judgment around capacity, capabilities, and resource constraints.
- Effectively execute and improve sales driving programs including sales compensation, performance management, and professional development.
- Drive top-line revenue by acquiring new logos.
- Partner with Regional Vice Presidents to define Go-To-Market strategy.
- Build collaboration with internal cross-functional teams.
- Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners.
- Lead complex sales negotiations emphasizing our value proposition, maximizing margin, overcoming objections, and closing business.
- Maintain transparency in pipeline management, pricing negotiations, and contract governance.
- Ability to forecast revenue.
- Minimum 12 years of sales experience in a business-to-business environment or consultative sales experience, with 5+ years of sales management experience
- Demonstrated experience in securing large-scale, complex deals
- Proven track record of negotiating with State, Local, and Education Prospects
- Experience collaborating with deal teams such as Client Services, Legal, Order Management, Finance, etc.
- Proven ability to identify enterprise-wide opportunities and structure innovative solutions
- Excellent communication skills and demonstrated ability to lead, mentor, and motivate Business Development Directors
- Proven consistent achievement of sales quotas and financial commitments
- Strong business acumen, forecasting skills, influencing skills, and communication skills
- Bachelor’s degree required; Master's or advanced degree preferred
- Minimum: Bachelor’s Degree
- Preferred: Master’s Degree
- Minimum Years of Experience: 12+ years of successful experience in sales management in a business-to-business selling environment managing a multi-tiered sales organization
United States
