Sr. Account Manager

Overview

The Sr. Account Manager position at ODP Business Solutions has two primary objectives: increasing existing account penetration and servicing existing revenue. Specifically, the position is responsible for traveling within the assigned territory to make sales and solicit orders for contracts from customers.

The role involves selling both office and non-office supply categories and collaborating with specialists, where necessary, to achieve greater category penetration. The associate will also be responsible for ensuring customer satisfaction by responding to their service needs and initiating sales support as required.

The role also requires pricing strategy execution based on appropriate profitability derived from customer profile and maintenance of customer information and data integrity in the ODP Business Solutions CRM. Thought leadership in developing selling strategies, training coworkers, and implementing sales initiatives are essential to the role.

This role will require that the employee 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.

Primary Responsibilities:

* Existing account penetration:
Responsible for traveling within the assigned territory to make sales or solicit orders or contracts. Responsible for growing share of wallet in customers who have spend with ODP Business Solutions today by selling more of current products, greater range of products, or new category of products into the end customer; responsible for selling both office supply and non-office supply categories, pulling in specialists as needed to support greater category penetration.

This will require the employee 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.

* Servicing existing revenue:
Responsible for making sales or soliciting orders or contracts. For those customers in territory with current spend, the rep is responsible for servicing the existing revenue, pulling in customer service or sales support as needed to keep customer satisfied and looking to spend more with ODP Business Solutions. This includes bids, contract negotiations and request for proposals and will be involved in re-bidding existing contracts.

This also includes ensuring ODP Business Solutions can earn appropriate profitability based on customer profile in volume, size, and service requirements. This will require the development of and execution of pricing strategies and tactics. This will require the employee 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.

* Takes responsibility and ownership for data integrity and accuracy of work products and creative with business planning and implementing sales initiatives. Maintains customer information in ODP Business Solutions CRM.

* Responsible for customer and company requirements and being a thought leader in developing selling strategies and training co-workers.

Education and Experience:

* High School diploma or equivalent, Bachelors preferred

* Minimum 5-7 years of experience in related field

* Minimum of Five (5) years or more of Strategic Account Sales and/or Management experience;
Eight (8) years preferred with a proven record of exceeding monthly goals at the C-Suite level.

* Proficient in MS Office - Word, Excel, Power Point

* Working knowledge of CRM tools (i.e., )

* Successful history of B2B selling to large enterprise accounts

* Hunter mindset to existing customers and negotiate new, renewed, or amended contracts

* Strong presentation ability required since they develop customer-centric solutions and deliver sales proposals on product features and benefits

* Conduct tactful and mutually beneficial complex contract negotiations and conversations with C-Level executives and key decision makers

* Ability to multitask, as well as work efficiently and effectively within required deadlines

* The ability to learn quickly and apply that knowledge, along with the ability to work in a team environment

* Has the aptitude to learn the product suite and the ODP 5C way

* Ability to manage and foster change

* Ability to customarily and regularly travel to and from assigned territory to meet with the customers.

* Coachable, yet has an entrepreneurial spirit

* Maintain and update databases with all required customer information in CRM

* Meet or exceed assigned revenue goals and sales quotas within assigned module of accounts.

* Valid driver license and safe driving record

* Ability to read, write, speak, and understand English.

* Strong verbal, written, and interpersonal communication skills

About The ODP Corporation:
The ODP Corporation is a leading provider of products and…