Account Development Manager - Tech

The Account Development Manager of Technology (TECH) is responsible for hunting net new accounts and increasing penetration within existing Technology accounts and servicing existing accounts.

The role is focused on selling Technology solutions and collaborating with generalists where necessary, to achieve greater Technology penetration. The associate will also be tasked with 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, collaboration with all other team members within ODP, and implementing sales initiatives are essential to the role.

The role requires routine travel within the respective territory to meet with customers and make sales.

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.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by Coworkers assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of Coworkers so classified. Other duties may be assigned.  

Pay, Benefits & Work Schedule: The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunities to move and grow within our organization! You may be eligible to participate in an incentive program, paid in accordance with the Incentive Plan terms and conditions.

Equal Employment Opportunity: The company is committed to providing equal employment opportunities in all employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship status, marital status, age, disability, protected veteran status, sexual orientation or any other characteristic protected by law.

We will consider for employment qualified applicants with arrest and conviction records pursuant to the City & County of San Francisco Fair Chance Ordinance.   

Application Deadline: The job posting will remain open for a minimum of 3 days and will expire once the position has been filled. 

How to Apply: Click the “Apply Now” button and follow the instructions on each page. When you have completed the application, click the “Submit” button.