Territory Sales Manager II - Houston, TX

Office Depot / ODP; Houston (TX); On-site; USD 50,000 - 61,000; Full time

Job summary

Office Depot is seeking a Territory Sales Manager to drive growth across a defined region, balancing new account acquisition with expansion of existing customers. The role requires extensive outside engagement, appointments with decision makers, and strategic pricing leverage to win new business.

Expect a 100% commission structure with a non-recoverable annual draw of $55,000 and uncapped quarterly commissions.

Qualifications

• Demonstrated relationship building, negotiation, and closing skills.
• Experience in consultative selling and needs analysis.
• Ability to manage multiple priorities in a deadline-driven environment.

Responsibilities

• Expand revenue by deepening existing accounts within the territory.
• Acquire new mid-market customers through outside sales activities.
• Manage territory planning, pipeline, and forecasting in CRM.
• Collaborate with cross-functional teams to align on account strategies and drive results.

Skills

Relationship building

Negotiation

Closing skills

Consultative selling

Needs analysis

Solution recommendation

Time management

Team collaboration

Communication

Sales process

CRM proficiency

MS Office

Education

High School diploma or equivalent

Bachelor's degree preferred

Tools

Salesforce

Microsoft Office

Job description

The role is regional and field-based, with local travel across greater Seattle and regular in-office collaboration in our Houston, TX office.

This role is 100% commission-based with a non-recoverable annual draw of $55,000, paid bi-weekly plus uncapped quarterly commission based on margin and IGM performance. On-target expected earnings: $110,000/year.

The Territory Sales Manager is responsible for acquiring new mid market customers and expanding relationships with existing accounts within the assigned geography. This role focuses on outside sales to organizations with approximately 50-1,000 white collar employees, positioning ODP Business products, services, and solutions to maximize account growth and market penetration. The Territory Sales Manager targets companies with up to $1.5M in annual purchasing potential, building strong relationships with key decision makers and influencers through networking, relationship development, and cold calling. The incumbent is expected to consistently drive new partnerships, increase revenue, and contribute to the overall growth of the territory and region.

Primary Responsibilities:

Existing Account Expansion

Spend time in person with existing customers to identify and capture additional revenue opportunities across product categories and services. Conduct consultative discussions to understand evolving customer needs, propose tailored solutions, and drive account penetration and share of wallet.

New Account Acquisition

Engage in outside sales activities to identify, prospect, and close new mid ‑ market customers within the assigned territory. Develop relationships with decision makers, influencers, end users, and buyers through in ‑ person meetings, networking events, and cold ‑ calling. Leverage customer profiles (e.g., volume, size, service requirements) and ODP's strategic pricing strategy to present compelling solutions and secure new business. The expectation is that this role spends a minimum of 30 hours per week outside of the office and actively working in the designated territory.

Servicing Existing Revenue

Manage and service current spend within assigned accounts to ensure high levels of customer satisfaction and retention. Partner with customer service, sales support, and other internal teams as needed to resolve issues, maintain strong relationships, and position ODP as the preferred provider.

Territory & Data Management

Take ownership of territory planning, business development strategies, and execution of sales initiatives. Maintain accurate, up ‑ to ‑ date customer information, activities, and pipeline details in ODP's CRM to support forecasting, reporting, and account planning. Ensure data integrity and accuracy of all work products.

Sales Leadership & Collaboration

Act as a subject matter resource on customer requirements and selling strategies. Share best practices, support peer learning, and contribute to the development and training of co ‑ workers where appropriate. Collaborate with cross ‑ functional teams to align on account strategies, resolve issues, and drive results.

Education and Experience:

Level of Formal Education: High School diploma or equivalent, Bachelors preferred

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

Minimum Years of Experience: 2

• Type of Experience: Demonstrated relationship building, negotiation, and closing skills (through work experience, internships, or other relevant activities). Experience or aptitude in consultative selling, needs analysis, and solution recommendation. Ability to work in a deadline driven, fast paced environment, managing multiple priorities and adapting to change. Experience working in a team environment and collaborating to achieve shared goals.

Technical Competencies & Information Systems:

Proficient in Microsoft Office (Word, Excel, PowerPoint). Working knowledge of CRM tools (e.g., Salesforce.com) preferred. Ability to learn and effectively use internal systems, sales tools, and reporting platforms

Skills & Abilities:

Sales & Business Development:

Proven ability or strong potential to be an impactful member of the sales team through achievement of monthly sales and revenue goals

Ability to conduct consultative analyses with customers and provide tailored product and solution recommendations

Capability to develop long term client relationships that support renewals, upsell, and cross sell opportunities

Experience or comfort driving the sales process by securing and conducting face to face meetings with key decision makers

Networking & Prospecting:

Ability to build an expansive network through persuasive sales calls, customer visits, industry events, and internal referrals

Comfort with cold calling and initiating contact with new prospects

Communication & Professionalism:

Effective written and spoken English communication skills with all levels of customer and internal stakeholders

Strong presentation and interpersonal skills; able to communicate value propos