Account Development Manager - Tech

Office Depot / ODP; United States; On-site; USD 90,000 - 120,000; Full time

Job summary

ODP Group seeks an experienced field sales professional to drive strategic account revenue in designated markets. You will network with key decision-makers, partner with account teams, and present technology solutions to customers with an emphasis on profitability and long-term relationships.

The role requires 3–5 years in strategic account sales, strong presentation skills, and the ability to travel within the territory. Proficiency in CRM and MS Office is essential.

Qualifications

• Minimum 3–5 years of Strategic Account Sales experience.
• High school diploma or equivalent; bachelor's degree preferred.
• Proven ability to sell in a B2B environment and manage complex deals.

Responsibilities

• Focus on in-person networking and cold calling strategic customers.
• Partner with generalist account owners to build relationships with decision influencers.
• Expand sales within existing customers by presenting Technology-specific solutions.
• Travel within assigned territory to meet customers and close deals.
• Maintain and update customer data in CRM and forecast opportunities.
• Coordinate with sales support to price and quote.
• Seek margin expansion opportunities and identify add-on opportunities.

Skills

B2B selling

Hunter mindset

Presentation skills

Travel within territory

CRM experience

MS Office

Education

High School diploma

Bachelor's degree (Preferred)

Tools

Salesforce.com

Job description

Primary Responsibilities:

• Focus on in-person networking and cold calling strategically important customers in markets with high opportunity where a field presence is necessary to win.
• Partner with generalist account owners and create relationships with key decision influencers, decision makers, and end users either within prospective customers or existing customers with no spend within Technology.
• Expand sales within existing customers without Technology spend by presenting a portfolio of Technology specific solutions using a strategic pricing strategy.
• Generate long-term profitability and revenue for ODP Business Solutions through acquisition of net-new high potential accounts by selling them portfolio of Technology specific solutions. This will require the associate to customarily and regularly travel within the assigned territory away from his or her regular place of business (e.g., home or business office) to meet with customers and make sales, with little or no supervision.
• Grow share of wallet in existing high-pen customers by marketing new / alternative product offerings.
• Analyze historic sales within customer and brainstorm potential add-ons (incl. engaging with generalist account owners).
• Seek out and identify margin expansion opportunities within customers.
• Proactively manage opportunities & forecast sales in existing customers.
• Maintain customer info in ODP Business Solutions' CRM.
• Allocate time for review & reflection on successful customer interactions and lost sales for self-development and improvement.
• Answering ad-hoc category-specific inquiries from generalist reps to educate and upskill generalists on their category of expertise.
• Coordinate with relevant ODP Business Solutions sales support functions to price and quote.
• Other duties as assigned.

Education and Experience:

• Level of Formal Education: High School diploma or equivalent education preferred
• Area of Study: Bachelor's degree in a Business Related Field (Preferred)
• Years of Experience: Minimum 3-5 years of experience in related field
• Type of Experience: Three (3) to Five (5) years of Strategic Account Sales.

Technical Competencies & Information Systems:

• Basic computer skills and the ability to use computers and technology for information, and to access information necessary to complete the job.
• Proficient in MS Office - Word, Excel, PowerPoint
• Working knowledge of CRM tools (i.e., Salesforce.com)

Skills & Abilities:

• Successful history of B2B selling.
• Hunter mindset to existing customers and negotiate new, renewed, or amended contracts.
• Strong presentation skills and ability to develop customer centric solutions and deliver sales proposals on product features and benefits.
• Ability to multitask, as well as work efficiently and effectively within required deadlines.
• Ability to learn quickly and apply that knowledge, along with the ability to work in a team environment.
• Aptitude to learn the product portfolio
• Ability to manage and foster change.
• Ability to travel within assigned territory to meet with the customers.
• Maintains and updates databases with all required customer information in CRM.

Language Skills:

• Proficient in ability to read, write, speak, and understand English.
• Strong verbal, written, and interpersonal communication skills.

About The ODP Group :

The ODP Group, through its business entities ODP Business Solutions and Office Depot, is a leading provider of products, services, and technology solutions through an integrated business-to-business (B2B) distribution platform and omnichannel presence, which includes world-class supply chain and distribution operations, dedicated sales professionals, online presence, and a network of Office Depot and OfficeMax retail stores.

Commitment to Safety:

We are committed to maintaining a safe and healthy work environment for our Coworkers and our customers. All Coworkers are expected to support our operational safety culture by working safely and addressing potential hazards or concerns.

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