Regional Sales Manager (Greater San Francisco area)

Office Depot / ODP; Fremont (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Office Depot seeks a Regional Sales Manager to lead a field sales team across the assigned local market. The role focuses on implementing sales strategy, coaching in real time, and driving retention and growth with key accounts.

The RSM will partner with Marketing, Operations, and Product to align programs to local market needs, ensuring pricing models support sustainable revenue and profitability. 5+ years of B2B sales leadership are preferred.

Qualifications

• Bachelor's degree or equivalent experience in Business, Marketing or related field.
• 5+ years of progressive experience in B2B field sales, account management, or sales leadership.
• At least 2+ years leading sales teams focused on retention and growth.
• Proven success in multi-channel or multi-segment environments (private and/or public sector).
• Deep understanding of B2B contract sales models, particularly in office products, furniture, facilities, or technology solutions.

Responsibilities

• Lead day-to-day management for a team of field sales professionals.
• Recruit, develop, mentor, and retain top sales talent; set clear expectations and performance standards.
• Deliver ongoing coaching, ride-alongs, and formal development plans to elevating capabilities.
• Lead retention and growth strategies across existing and new accounts with robust account planning.
• Partner with Marketing, Operations, Product, and other stakeholders to align programs to local market needs.

Skills

Leadership & coaching

Strategic & commercial acumen

Influence & communication

Operational excellence & execution

Education

Bachelor's degree in Business/Marketing or related field

Tools

Salesforce

Microsoft Excel

PowerPoint

Word

Outlook

Job description

The Regional Sales Manager position provides expertise, supports strategic direction, and executes initiatives for a field sales organization responsible for earning, retaining, and expanding business across an assigned geography of customers in the assigned local market(s). The RSM position is responsible for implementing sales strategy and leading a team of sales representatives to achieve revenue and profit objectives. The RSM will manage a team of sales representatives in various sales roles that will cover the entire RSM local market. The position works closely with solutions partners to ensure customer requirements are communicated effectively and appropriate pricing models are deployed; works closely with B2B leadership team to complement sales strategies. A highly visible, hands-on leader, this role spends the majority of time in market alongside Territory Sales Managers, coaching in real time, strengthening key customer relationships, and driving strategic initiatives that support long term, sustainable growth.

Primary Responsibilities:

Sales Leadership, Talent Management & Team Development: Responsible for day-to-day management for a team of field sales professionals. Recruit, develop, mentor, and retain top sales talent; set clear expectations and performance standards; and foster a culture of accountability, high performance, and continuous improvement. Deliver ongoing coaching, ride-alongs, and formal development plans to elevate sales capabilities and individual and team effectiveness.

Retention & Growth Execution: Lead the execution of retention and growth strategies across existing and new accounts, ensuring robust account planning, customer contact strategies, and local executive presence and strong customer engagement. Partner with Marketing, Operations, Product, and other stakeholders to align programs, campaigns, and solutions to local market needs and growth objectives.

Revenue, Profitability & Performance Management: Drive achievement of sales, margin, and profitability targets for the local market. Establish and manage performance KPI's, forecasts, and reviews to track progress against goals, identify risks, and drive timely course corrections. Ensure disciplined pipeline management, accurate forecasting, and adherence to pricing policies and budget parameters while balancing growth, profitability, and customer experience.

Education and Experience:

Level of Formal Education: Bachelor's degree or equivalent experience

Area of Study: Business, Marketing, or a related field

Minimum Years of Experience: 5

Type of Experience: 5+ years of progressive experience in B2B field sales, account management, or sales leadership, with at least 2+ years leading sales teams focused on retention and growth

Proven success leading in multi channel or multi segment environments (e.g., private and/or public sector)

Deep understanding of B2B contract sales models, particularly in office products, furniture, facilities, or technology solutions

Demonstrated ability to navigate complex procurement and RFP environments in both private and public sector accounts

Familiarity with strategic sourcing practices, supply chain dynamics, and category management within the office products or similar distribution driven industries

Strong knowledge of distribution channels, vendor partnerships, and rebate/incentive programs in a B2B environment

Experience managing mid market client portfolios across sectors such as corporate, education, healthcare, and government

Experience in forecasting, territory planning, and performance analytics

Special Certifications: Sales leadership or coaching certifications preferred (e.g., Certified Sales Leader, Sandler Sales Certification)

Technical Competencies & Information Systems:

Highly proficient with CRM tools (e.g., Salesforce or equivalent) for pipeline, territory, and performance management

Proficient in the Microsoft suite of tools (Excel, PowerPoint, Word, Outlook)

Comfortable using data and reporting tools to analyze performance, identify trends, and inform decision making

Skills & Abilities:

Leadership & Coaching: Strong leadership and people management capabilities with a track record of building, motivating, and retaining high performing sales teams. Skilled at coaching in the field, modeling best in class sales behaviors, and developing frontline sellers and emerging leaders

Strategic & Commercial Acumen: Deep understanding of sales processes, contract structures, pricing models, and long term retention strategies

Influence & Communication: Excellent communication, negotiation, and influencing skills at all organizational levels, including with senior executives and key external stakeholders. Ability to reconcile and align the perspectives of Sales, Operations, Marketing, and other functions to drive common outcomes

Operational Excellence & Execution: Proven ability to manage competing priorities and operate effectively in a matrixed environmen