Director, Enterprise Sales - Central

Office Depot•Boca Raton, FL

9d•$104,000 - $178,100

About The Position

The Director, Enterprise Sales provides strategic leadership and direction to a team of Account Managers responsible for retaining, growing, and expanding business within a portfolio of strategic and enterprise customers, including Fortune 500/1000 accounts. This role ensures the Account Manager team executes effectively across core and adjacent categories (Furniture, Copy & Print, Technology, and Cleaning/Breakroom/Facilities Solutions), drives share-of-wallet growth, and delivers a best-in-class customer experience, including oversight of key service, EDI, and contract activities. The Director partners cross-functionally to align account strategies, pricing, and service delivery with company objectives, leveraging data and market insights to improve retention, profitability, and customer lifetime value. The Director is also responsible for contract oversight and negotiations, territory forecasting, and attending customer QBRs. The ideal candidate is a hands-on, results-driven leader who excels at developing sales talent, shaping go-to-market plans for Enterprise Sales, and delivering sustainable, profitable growth.

Requirements

Bachelor's degree or equivalent experience
Business, Marketing, or a related field
10+ years of experience
Proven success leading teams that manage multi-location or enterprise customers, including Fortune 500/1000 accounts.
Deep understanding of B2B contract sales models and adjacencies (office products, furniture, facilities, and/or technology solutions).
Demonstrated ability to navigate complex procurement, strategic sourcing, and RFP environments across private and/or public sector clients.
Experience overseeing large account portfolios where account managers balance selling, servicing, and EDI/order management responsibilities.
Skilled in P&L management, pricing oversight, forecasting, and performance analytics for large account portfolios.
Highly proficient with CRM tools (e.g., Salesforce or equivalent), including pipeline management, reporting, and data governance.
Proficient in the Microsoft suite of tools (Excel, PowerPoint, Word, Teams).
Strong leadership and coaching capability to build, motivate, and retain high-performing Account Manager teams.
Strategic thinker able to translate corporate direction into clear account strategies, sales motions, and retention plans for Enterprise Sales.
Excellent communication, negotiation, and influencing skills at all organizational levels, including C-suite and senior procurement.
Comfortable operating in a matrixed environment and managing competing priorities across sales, service, operations, and support functions.
Strong analytical and financial acumen, including understanding of pricing, profitability, and KPI-driven performance management.
Ability to read, write, and communicate effectively in English.

Nice To Haves

Sales leadership or coaching certifications preferred (e.g., Certified Sales Leader, Sandler Sales Certification).

Responsibilities

Lead, mentor, and coach a team of Account Managers responsible for enterprise and Enterprise Sales, including Fortune 500/1000 customers. Drive a culture of performance, accountability, customer obsession, and professional growth through regular one-on-ones, joint customer calls, pipeline and forecast reviews, and structured development plans to build a high-performing field sales and account management team.
Define and oversee execution of account strategies that expand share of wallet across core and adjacent categories (Furniture, Copy & Print, Technology, and Cleaning/Breakroom/Facilities Solutions) within existing and enterprise accounts. Guide Account Managers on account planning, C-level and key stakeholder engagement, contract renewals, and RFPs to maximize customer value, improve retention, and drive long-term profitable growth.
Own sales, margin, and product mix performance across the account portfolio managed by the Account Manager team. Monitor KPIs, pipeline health, and forecasting accuracy; set expectations for disciplined sales execution and ensure pricing and contract strategies align with profitability targets. Review and approve proposals within delegated authority and partner with leadership on non-standard pricing and contract requests.
Provide leadership and oversight for service delivery and operational execution within Enterprise Sales, including order management, issue resolution, and EDI exception handling (e.g., Disney EDI) managed by the Account Managers and supporting teams. Partner with Customer Service, Operations, and IT to ensure consistent, high-quality service, rapid resolution of escalations, and a seamless customer experience across multiple locations and channels.
Analyze customer, market, and competitive insights across Enterprise Sales to identify growth opportunities, risks, and process improvements. Provide actionable feedback to executive leadership on products, pricing, programs, and go-to-market strategies, and champion continuous improvement in how the Account Manager team sells, services, and manages data (including CRM usage and data integrity).
Partner with key internal stakeholders (Finance, HR, Sales Operations, Pricing, Merchandising, Marketing, Operations, and Customer Service) to remove obstacles, enable Account Manager productivity, and align resources around account priorities. Support and, when appropriate, directly own or co-own C-level and senior executive relationships for top accounts, reinforcing strategic partnerships and addressing high-level escalations.