Strategic Account Executive, Print

Strategic Account Executive, Print

Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills, and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.

The Strategic Account Executive (SAE) is responsible for driving profitable growth through the execution, adoption, and expansion of strategic programs for large Integrated Delivery Networks (IDNs) and enterprise healthcare accounts operating under established Group Purchasing Organization (GPO) agreements.

The role is focused on account-specific execution and performance management, supporting GPO-, IDN- , and account-level initiatives rather than enterprise-wide GPO ownership, while ensuring programs are effectively implemented, adopted, and scaled across divisions and facilities. The SAE partners closely with Strategic Account Directors, Print Account Executives, Analysts, Pricing, and Category teams to drive successful implementation, sales ramp, and ongoing optimization of programs across IDNs. The SAE is accountable for account-level program performance, including identifying opportunities to expand adoption, improve standardization, and grow print share of wallet within assigned accounts.

In addition, the SAE supports and leads Annual Business Reviews (ABRs), Quarterly Business Reviews (QBRs), and other customer-required business reviews, providing insights and analysis to drive standardization, consolidation, and long-term account growth. This role requires strong cross-functional collaboration to translate strategic agreements into realized revenue and sustained customer value.

Duties & Responsibilities

• Establishes and maintains business relationships with executive and operational leadership within assigned Integrated Delivery Networks (IDNs), divisions, and enterprise healthcare accounts which may be operating under GPO agreements
• Supports account-level negotiations and program discussions with VP- and Director-level stakeholders for complex healthcare IDNs and enterprise accounts, operating within established GPO, pricing, and contract frameworks as required
• Navigates complex sales and program execution cycles involving multiple stakeholders and decision-makers to ensure successful rollout, adoption, and sales ramp of approved initiatives
• Demonstrates expertise in healthcare buying processes and supports product selection, eCommerce and integrated solutions, and standardization and consolidation initiatives to drive operational efficiency and cost reduction for customers
• Provides guidance, standards, and execution support to Print Account Executives, Account Managers, and supporting teams to ensure consistent deployment, adoption, and growth of strategic programs within assigned accounts
• Partners closely with category experts to deliver account-specific insights, solutions, and value propositions that support program expansion and customer objectives
• Collaborates with internal resources including Strategic Account Directors, Analysts, Pricing, Category Leadership, Implementation teams, and sales partners to meet customer needs and drive profitable growth within assigned accounts
• Applies strong business acumen and consultative selling methodologies to align program execution with customer priorities and initiatives such as integrations, sustainability efforts, and vendor consolidation strategies

Impact on Business

• Responsible for managing sales and profitability of $7–15M annually within assigned Integrated Delivery Networks (IDNs) and enterprise healthcare accounts
• Drives incremental growth of $2.5M–$4M annually through program adoption, expansion, and increased print share of wallet within assigned accounts

Business Strategy

• Contributes to business strategy through execution and optimization of approved healthcare strategic account initiatives, supporting Print growth objectives within assigned Integrated Delivery Networks (IDNs) and enterprise healthcare accounts
• Executes Print objectives by aligning account-level programs to established GPO, IDN, and aggregation group strategies, driving profitable growth through adoption, expansion, and standardization at the account and division level
• Develops and maintains strategic account execution plans for assigned IDNs and enterprise accounts, collaborating with Strategic Account Directors, category teams, and internal partners to grow print share of wallet, expand existing programs, and support customer retention and growth
• Works closely with Business Development teams, Implementations, Analysts, Pricing, and Print Account Executives to ensure successful ramp of new business, achievement of adoption milestones, and delivery of incremental revenue within assigned account

Innovation and Change

• Integrates feedback from Group Purchasing Organizations (GPOs) and customer leadership into account strategies and deploys aligned initiatives across internal sales and support teams
• Monitors business, industry, and market trends to inform program execution strategies and identify opportunities for improvement within assigned accounts
• Identifies and develops strategic account program enhancements that strengthen customer relationships, improve adoption, and support growth objectives
• Leads the development and execution of internal communication and enablement efforts to ensure alignment across cross-functional teams supporting assigned accounts
• Partners with internal stakeholders to deploy the appropriate resources and capabilities needed to achieve objectives outlined in customer agreements
• Ensures effective processes are in place to support consistent program execution, performance tracking, and continuous improvement

Discretion and Independent Judgement

• Exercises independent judgment in prioritizing account-level initiatives, sequencing program rollouts, and allocating effort to maximize adoption, sales ramp, and customer impact within assigned Integrated Delivery Networks (IDNs)
• Makes execution-level decisions related to program optimization, account standardization opportunities, and growth tactics within established GPO agreements, pricing guidelines, and contractual frameworks
• Identifies risks, performance gaps, and expansion opportunities within assigned accounts, determining appropriate actions or escalation to Strategic Account Directors and leadership as needed

Communications and Interactions

• Communicates regularly with IDN, division, and account-level stakeholders, including executive and operational leadership, to align on program execution, performance, adoption progress, and growth opportunities within assigned accounts
• Translates customer feedback, performance results, and operational insights into clear, actionable communication for internal partners, including Strategic Account Directors, Print Account Executives, Analysts, Pricing, Category, and Implementation teams
• Prepares and delivers structured account communications, including updates, presentations, and materials for Annual Business Reviews (ABRs), Quarterly Business Reviews (QBRs), and other customer-required forums
• Maintains ongoing communication with cross-functional internal teams to ensure clarity on priorities, execution plans, risks, and timelines, supporting consistent delivery of customer agreements and program objectives

What You Bring to the Table

• Strong results orientation with a drive to achieve and exceed performance objectives
• Demonstrates a continuous improvement mindset with a low tolerance for complacency
• Proven ability to learn from challenges and apply insights to improve outcomes and drive forward progress
• Experience and a proven track record of managing complex programs or driving business development within large accounts
• Ability to effectively engage and communicate with senior-level stakeholders
• Strong presentation skills, with the ability to deliver compelling messaging in both virtual and inperson settings
• Expertise in consultative, solutions, and insight-based selling, along with strong negotiation and advanced client management skills
• Ability to develop and execute strategic customer growth plans in partnership with product category and cross-functional teams
• Strong business, financial, operational, and technical acumen
• Ability to analyze business and industry trends to develop tailored solutions aligned to the Staples value proposition
• Ability to operate independently with minimal day-to-day supervision while maintaining alignment with broader team objectives

Qualifications

• Demonstrated ability to build and maintain strong customer relationships across complex organizations
• Customer-focused mindset with a commitment to delivering value and driving long-term partnerships •
• Proven industry experience with established relationships and understanding of enterprise customer environments
• Excellent communication and interpersonal skills, with the ability to influence stakeholders at multiple levels
• Strong negotiation skills with the ability to navigate complex discussions and drive mutually beneficial outcomes
• Ability to address complex challenges, influence decision-making, and drive alignment across stakeholders
• High level of personal maturity and emotional intelligence
• Strong analytical skills with the ability to interpret business data and make informed, fact-based decisions
• Strong presentation skills with the ability to deliver compelling messaging to internal and external audiences
• Demonstrated ability to collaborate and work effectively across cross-functional teams
• Understanding of healthcare terminology and industry dynamics (preferred for healthcare-focused accounts)
• Understanding of supply chain processes and enterprise purchasing environments
• Working knowledge of multiple lines of business and how they integrate to deliver customer solutions
• Willingness to travel up to 50% as needed

Preferred Qualifications

• Experience working within healthcare, IDN, or GPO-driven environments
• Experience managing or supporting enterprise print or marketing programs across multi-location organizations
• Familiarity with print production, distribution, and supply chain processes
• Experience collaborating with cross-functional teams including Sales, Category, Pricing, and Operations
• Experience supporting program implementation, adoption, and performance tracking within large accounts

We Offer

• Inclusive culture with associate-led Business Resource Groups
• Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)
• Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!
• Base salary 100k - 135K plus commissions

Equal Opportunity Statement

Staples is an Equal Opportunity Employer who values the diversity of our people, products, and services. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.

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, geography, business considerations, and internal equity. In addition to base pay, this role may be eligible for bonuses or other forms of variable compensation.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Originally posted on Himalayas