Head of Business Development

Staples is business to business. You’re what binds us together.

While you may know Staples as the world’s leading office supply company, Staples Promotional Products – a division of Staples – is a national leader in the promotional products industry. At Staples Promotional Products, we help customers build love for their brands with customized merchandise solutions. Whatever story they want to tell, connection they want to make, or goal they need to deliver, Staples Promo makes it easy to design promo experiences that create lasting impact. Join our winning team!

The primary focus of the Head of Business Development is leading a team of Business Development Executives (BDEs) who are responsible for prospecting and the creation of new strategic accounts within Canada’s Fortune 500 firms. The Head of Business Development will onboard, manage and develop Business Development associates that can effectively prospect, build their funnel of mid-Enterprise opportunities, effectively nurture leads, pitch and close opportunities, negotiate terms of new business, and support in effective onboarding and transition to the Sales team.  

What you’ll be doing:

• Owns the SPP Canada business development pipeline and is accountable for achieving annual sales targets for invoiced new business.
• Leads a team of 4+ BD associates, overseeing hiring, onboarding, training, performance management, and team budget.
• Drives strategy for prospecting and new account acquisition, with a focus on Canada’s Fortune 500 firms and strategic account targets.
• Maintains deep understanding of company capabilities, brand positioning, and competitive landscape; advises SLT on market trends and operational focus areas based on competitive analysis.
• Partners cross-functionally (Sales, Marketing, Merchandising, Creative, Graphics, Account Services) to execute BD strategy, improve funnel velocity, and support successful onboarding of new accounts.
• Oversees enablement tools, research capabilities, and tech stack (including AI-based tools) to enhance BD team effectiveness.
• Leads the strategy and execution of major opportunities, sponsorships, and strategic partnerships.
• Develops and delivers high-impact pitches and proposals; leads RFP/RFQ responses in collaboration with Staples Canada, SPP Global, and HQ departments, ensuring appropriate messaging, pricing, and gross margins.
• Coordinates with Sales Enablement to identify and maximize margin on large order opportunities and renewals.
• Owns customer needs translation, proposal development, negotiation, and contracting to support rapid speed-to-revenue and long-term account success.
• Participates in Business Review meetings and regularly reports BD progress to SLT.
• Supports ongoing training and development of the sales force to ensure alignment with evolving growth strategies.

What you bring to the table:

• Strategic Sales Leadership & Growth Planning – Proven ability to develop and execute growth strategies, set targets, and design plans that drive revenue, expand market share, and strengthen customer relationships.
• Client & Account Management – Skilled at building, nurturing, and transitioning high-value partnerships with enterprise clients and key accounts, understanding customer needs, and articulating value propositions effectively.
• Market & Competitive Analysis – Expertise in identifying market trends, customer priorities, and competitive positioning to inform business development and sales strategies.
• Contract Negotiation & Deal Structuring – Experienced in leading complex negotiations and crafting deals that balance profitability with long-term client value.
• Cross-Functional Collaboration – Strong collaborator across Sales, Marketing, Product, and Operations teams to align initiatives and deliver on business objectives.
• Team Leadership & Coaching – Track record of leading, motivating, and developing high-performing sales teams with accountability and results focus.
• Financial & Operational Acumen – Understanding of pricing, margin management, forecasting, and leveraging data for sound decision-making and sustainable growth.
• Communication & Presentation Skills – Effective at crafting compelling proposals, delivering executive presentations, and influencing diverse stakeholders.
• Analytical & Organizational Skills – Strong ability to analyze data, balance priorities, manage time efficiently, and work independently with minimal supervision.

What’s needed - Basic Qualifications:

• Bachelor's Degree or equivalent work experience.
• 7+ years of experience in Sales, Business Development, or Marketing.
• Must have a successful track record of business development with Canada’s Fortune 500.

What’s needed - Preferred Qualifications:

• Bilingual in English and French (oral and written) an asset.
• Consultative/Strategic selling skills with the ability to interface with customers at the most senior levels.
• Previous experience in selling Promotional Products.
• Strong analytical skills, motivation, along with the ability to focus and balance tasks.
• Strong business, financial, operations and technology acumen.
• Need to function independently with minimal supervision.

We Offer:

• Inclusive culture with associate-led Business Resource Groups.
• Vacation Allotment and Holiday Schedule.
• Online and Retail Discounts, Company Match RRSP, Physical and Mental Health Wellness programs, and more! 

#LI-AF1

At Staples, “inclusion” is an action word. It represents what we do to ensure that all employees feel valued and supported to contribute to their fullest potential. When we operate inclusively, diversity naturally follows. This is why we work hard to foster an inclusive culture, as we seek employees with unique and varied perspectives and areas of expertise. The result is a better workplace and innovative thinking that helps us exceed our customers’ expectations – through the power of the people behind our iconic brand. Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.