Account Development Manager (CBFS) - DC/Maryland

Office Depot•Boca Raton, FL

About The Position

The Account Development Manager of Cleaning, Breakroom and Facilities Solutions (CBFS) is responsible for hunting net new accounts and increasing penetration within existing CBFS accounts and servicing existing accounts. The role is focused on selling CBFS solutions and collaborating with generalists where necessary, to achieve greater CBFS 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.

Requirements

High School diploma or equivalent education preferred
Minimum 3-5 years of experience in related field
Three (3) to Five (5) years of Strategic Account Sales.
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)
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.
Proficient in ability to read, write, speak, and understand English.
Strong verbal, written, and interpersonal communication skills.

Nice To Haves

Bachelor’s degree in a Business Related Field (Preferred)

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 CBFS.
Expand sales within existing customers without CBFS spend by presenting a portfolio of CBFS-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 CBFS-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.

Benefits

The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunity to move and grow within our organization!
You will be eligible to participate in an incentive program, paid in accordance with the Incentive Plan terms and conditions.
The posted salary range reflects base pay only.
This role is eligible for a performance-based incentive plan, with variable compensation tied to individual sales results.

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