Account Development Manager - Tech
About The Position
The Account Development Manager of Technology is responsible for acquiring new accounts, increasing Technology sales within existing accounts, and servicing existing customers. The role sells Technology solutions and collaborates with generalist account owners to increase Technology penetration, support customer satisfaction, respond to service needs, and initiate sales support. The position executes pricing strategies based on customer profiles and profitability, maintains customer information and data integrity in ODP Business Solutions’ CRM, and contributes thought leadership to sales strategies and initiatives. It requires routine travel throughout the assigned territory to meet with customers and make sales, with little or no supervision. The ODP Group is a provider of products, services, and technology solutions through a B2B distribution platform and omnichannel presence. Coworkers are expected to support a safe and healthy work environment by working safely and addressing potential hazards or concerns.
Requirements
- Minimum 3–5 years of experience in a related field, including three to five years of strategic account sales.
- Successful history of B2B selling.
- Hunter mindset with existing customers and ability to negotiate new, renewed, or amended contracts.
- Strong presentation skills and ability to develop customer-centric solutions and deliver proposals on product features and benefits.
- Ability to multitask and work efficiently and effectively within required deadlines.
- Ability to learn quickly, apply knowledge, and work in a team environment.
- Aptitude to learn the product portfolio.
- Ability to manage and foster change.
- Ability to travel within the assigned territory to meet customers.
- Ability to maintain and update databases with required customer information in CRM.
- Basic computer skills and ability to use computers and technology to access information needed for the job.
- Proficiency in Microsoft Word, Excel, and PowerPoint.
- Working knowledge of CRM tools such as Salesforce.com.
- Proficiency in reading, writing, speaking, and understanding English.
- Strong verbal, written, and interpersonal communication skills.
Nice To Haves
- High school diploma or equivalent education preferred.
- Bachelor’s degree in a business-related field preferred.
Responsibilities
- Network in person and cold-call strategically important customers in high-opportunity markets where field presence is needed to win.
- Partner with generalist account owners and build relationships with key decision influencers, decision makers, and end users at prospective customers or existing customers with no Technology spend.
- Expand sales within existing customers without Technology spend by presenting Technology-specific solutions using a strategic pricing strategy.
- Acquire high-potential new accounts by selling Technology solutions and generating long-term profitability and revenue; travel within the assigned territory to meet customers and make sales, with little or no supervision.
- Grow share of wallet in existing high-penetration customers by marketing new or alternative product offerings.
- Analyze customers’ historic sales and identify potential add-ons, including by engaging generalist account owners.
- Identify opportunities to expand margins within customer accounts.
- Proactively manage opportunities and forecast sales in existing customers.
- Maintain customer information in ODP Business Solutions’ CRM.
- Review and reflect on successful customer interactions and lost sales for self-development and improvement.
- Respond to ad hoc category-specific inquiries from generalist representatives and educate them on the category.
- Coordinate with relevant sales support functions to price and quote.
- Perform other duties as assigned.
- Support the company’s operational safety culture by working safely and addressing potential hazards or concerns.
Benefits
- 401(k)
- Competitive salaries
- Benefits package
- Opportunities to move and grow within the organization
- May be eligible to participate in an incentive program, subject to the Incentive Plan terms and conditions.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
