Account Development Manager - Tech

Office Depot • Boca Raton, NY

8d

About The Position

The Account Development Manager of Technology (TECH) hunts for new accounts, increases Technology penetration within existing accounts, and services existing customers. The role sells Technology solutions and collaborates with generalist account owners to increase Technology sales. It supports customer satisfaction by responding to service needs and initiating sales support as needed. The role also executes pricing strategies based on customer profiles and profitability, and maintains accurate customer information in ODP Business Solutions’ CRM. Thought leadership in sales strategy, collaboration across ODP, and implementation of sales initiatives are essential. Routine travel within the assigned territory is required to meet customers and make sales, with little or no supervision.

The ODP Group provides products, services, and technology solutions through ODP Business Solutions and Office Depot, using a B2B distribution platform, supply chain and distribution operations, dedicated sales professionals, online channels, and Office Depot and OfficeMax retail stores. Coworkers are expected to support a safe and healthy work environment by working safely and addressing potential hazards or concerns. The company offers competitive salaries, benefits including a 401(k), opportunities for career growth, and possible participation in an incentive program subject to its terms and conditions.

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 for existing customers and ability to negotiate new, renewed, or amended contracts.
• Strong presentation skills and ability to develop customer-centric solutions and deliver proposals covering product features and benefits.
• Ability to multitask and work efficiently and effectively within required deadlines.
• Ability to learn quickly and apply new knowledge, and to 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 customer information in CRM databases.
• Basic computer skills and ability to use technology to access information needed to complete 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.
• Partner with generalist account owners and build relationships with decision influencers, decision makers, and end users at prospective customers and existing customers without Technology spend.
• Expand sales within existing customers without Technology spend by presenting Technology solutions using a strategic pricing strategy.
• Acquire high-potential new accounts and sell them Technology solutions to generate long-term profitability and revenue for ODP Business Solutions.
• Travel routinely within the assigned territory to meet customers and make sales.
• Grow share of wallet in existing high-penetration customers by marketing new or alternative products.
• Analyze historic customer sales and identify potential add-ons, including by engaging generalist account owners.
• Identify opportunities to expand margins within customer accounts.
• Manage opportunities proactively and forecast sales in existing customers.
• Maintain customer information and data integrity in ODP Business Solutions’ CRM.
• Review and reflect on successful customer interactions and lost sales for self-development and improvement.
• Answer category-specific questions from generalist representatives and educate them about the relevant category.
• Coordinate with 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
• Opportunities to move and grow within the organization
• Possible participation in an incentive program, subject to the plan’s terms and conditions

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED