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Staples is business to business. You’re what binds us together.
The Strategic Account Manager, Furniture leads furniture sales growth and profitability for assigned group purchasing organizations, integrated delivery networks, and consortiums across the United States. In this highly visible role, you will shape national furniture sales strategy, negotiate customer agreements, and partner with business development and account management teams to deliver profitable growth. You will manage a portfolio with approximately $50 million in annual sales accountability while building relationships with senior customer leaders and helping sales teams turn market insight into winning solutions.
What you’ll be doing:
Own furniture sales growth and profitability for assigned group purchasing organizations, integrated delivery networks, and consortiums across the U.S.
Build and maintain business relationships with senior customer leaders and national agreement partners.
Develop annual business plans to grow accounts, strengthen existing relationships, and improve profitability.
Lead furniture contract, amendment, renewal, pricing, and service negotiations with customers.
Review pricing specifications and contract requirements to support compliance and identify opportunities to improve operating profit.
Partner with business development, account management, sales, legal, pricing, and other teams on deal strategy, requests for proposal and information, legal agreements, and customer program evaluations.
Coordinate reporting on integrated delivery network and consortium sales, including customer-specific contract compliance, rebates, and pricing requirements.
Train and guide Business Development and Account Executive teams on consortium initiatives, growth opportunities, and strategies to win new members and expand current accounts.
Translate customer feedback, business trends, and market insights into furniture sales strategies for the broader sales organization.
Contribute to strategies for winning new customers and increasing profitable sales with existing customers.
What you bring to the table:
A strong drive to win, learn from setbacks, and move quickly toward the next best action.
Executive-level communication and presentation skills, both virtually and in person.
A consultative negotiation style that balances customer needs with profitable business outcomes.
The confidence to address difficult issues and help stakeholders align around a clear course of action.
A collaborative approach to partnering across sales roles, sales leadership, and supporting functions.
A customer-focused mindset and the ability to build trusted, long-term relationships.
Strong business, financial, operational, and technology acumen.
The ability to connect business and industry trends to tailored solutions based on the Staples value proposition.
Sound independent judgment in developing deal strategy, program assortment, and pricing recommendations.
The ability to work independently with limited day-to-day supervision while keeping partners informed and aligned.
What’s needed- Basic Qualifications
Bachelor’s degree, or equivalent work experience
8+ years of related experience managing large, complex customer accounts.
Experience negotiating customer pricing, contracts, renewals, amendments, or service agreements.
Experience using business and financial analysis to make fact-based sales or pricing decisions.
Experience developing account plans or sales strategies focused on growth and profitability.
Experience presenting recommendations to senior customer or business leaders.
What’s needed - Preferred Qualifications:
Experience in furniture sales or within the contract furniture industry.
Experience supporting group purchasing organizations, integrated delivery networks, consortiums, or other large national customer agreements.
Experience working with healthcare customers and healthcare terminology.
Experience with supply chains and multiple product or service lines.
Experience leading a program, project, or cross-functional initiative without direct people-management responsibility.
We Offer:
Inclusive culture with associate-led Business Resource Groups
Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!
The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate's experience, skill set, education, business considerations, geography, and internal equity.
