Managing Director, Sales and Local Operations

This is a high-impact leadership opportunity where you will build and lead a local outside sales team in the Chicago market, hire, train, coach, and mentor sales professionals focused on new business and growth within existing accounts, and drive strategy and execution for a key growth market for ODP Business Solutions.

The role is regional and field-based, with local travel across Greater Chicago and regular in-office collaboration in our Itasca, IL office.

The Managing Director, Sales and Local Operations provides strategic leadership for a field sales organization responsible for earning, retaining, and expanding business across an assigned geography of customers in the assigned local market(s). This role is accountable for building and leading a high performing customer centric sales team that deliver profitable growth, deepen client relationships, and differentiate ODP Business in the local market.

The Director sets the commercial strategy for the territory, operationalizes go to market plans, and ensures consistent, disciplined execution in the field. A highly visible, hands‑on leader, this role spends most of the 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.

• Sales Leadership, Talent Management & Team Development:
  Responsible for strategic leadership, direction, and 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.
• Market Strategy, Retention & Growth Execution:
  Own the local go‑to‑market strategy for assigned geography(s), including, territory design, coverage models, and prioritization of high‑value opportunities. 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.

• Level of Formal
  
  Education:
  
  Bachelor’s degree or equivalent experience
• Area of Study:
  Business, Marketing, or a related field
• Minimum Years of
  
  Experience:
  
  8
• Type of
  
  Experience:
• 8+ 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 P&L management, forecasting, territory planning, and performance analytics
• Special
  
  Certifications:
• Sales leadership or coaching certifications preferred (e.g.,…