Bidding, Business Plan, Business Solutions, Business-to-Business (B2B), Change Management, Communication Skills, Computer Skills, Contract Negotiation, Customer Relationship Management (CRM), Customer Relationship Management (CRM) Systems, Customer Satisfaction, Customer Support/Service, Customer/Client Research, Data Quality, Database Administration, Develop and Maintain Customers, Distribution Operations, English Language, Exceeded Sales Goal, ISO (International Organization for Standardization), Incentive Programs, Information Technology & Information Systems, Inside Sales, Interpersonal Skills, Microsoft Excel, Microsoft Office, Microsoft PowerPoint, Microsoft Word, Multitasking, Negotiation Skills, Operational Support, Presentation/Verbal Skills, Product Pricing, Profit & Loss, Request for Proposals (RFP), Retail, Safety/Work Safety, Sales, Sales Management, Sales Proposals, Sales Strategy, Sales Support, Sales Training, Salesforce.com, Solution Sales, Strategic Accounts, Strategic Planning, Supply Chain Operations, Team Player, Thought Leadership, Time Management, Writing Skills, eCommerce Sales
The Account Manager position at ODP Business Solutions, ISO has two primary objectives: increasing existing account penetration and servicing existing revenue. Specifically, the position is responsible for making sales and soliciting 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.
Primary Responsibilities:
- 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, request for proposals, and 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.
- Existing account penetration: Responsible for making sales or soliciting 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.
- 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 & Experience
Level of Formal Education:
- High School diploma or equivalent education preferred
Years of Experience:
- Minimum 3-5 years of experience in related field
Type of Experience:
- Five (5) years of Strategic Account Sales and/or Management experience; minimum of three (3) years
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 ability required since they 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.
- 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
- Coachable, yet has an entrepreneur spirit
- Maintains and updates databases with all required customer information in CRM
- Meet or exceed assigned revenue goals and sales quotas within assigned module of accounts.
Language Skills:
- 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.