Enterprise Account Manager - East

Office Depot•Boca Raton, FL

About The Position

The Enterprise Account Manager grows and services strategic national and enterprise accounts, including Fortune 500/1000 customers. The role increases account penetration, expands programs across core and adjacent categories, protects existing revenue, and delivers a high-quality customer experience. It sells, implements, and expands programs in Furniture, Copy & Print, Technology, and Cleaning/Breakroom/Facilities Solutions, while qualifying new opportunities as appropriate. The role builds relationships with C-level leaders and multiple decision makers across complex, multi-location accounts that may span districts or regions. The position develops customer-focused solutions, manages complex pricing and contract strategies, and coordinates cross-functional resources to meet account performance and profitability objectives. It also handles day-to-day account service for designated national customers, including order management, service issue resolution, and EDI exceptions, while maintaining accurate customer and account information in ODP Business Solutions’ CRM and related systems. Regular travel within the assigned territory to meet customers and make sales, with little or no supervision, is required. The role has a defined annual sales quota and is accountable for revenue, margin, product mix, and account growth goals. It participates in bids, re-bids, contract negotiations, and RFPs, and collaborates with internal support, service, and management teams to deliver account objectives.

Requirements

High school diploma or equivalent.
At least 5 years of experience.
Outside sales experience calling on large enterprise or national accounts.
Experience implementing and maintaining large, complex, multi-location accounts with multiple stakeholders.
Demonstrated ability to develop and manage C-level and senior-level customer relationships.
History of successful enterprise-level contract negotiations and consultative selling.
Proven B2B record of growing large enterprise or national accounts and consistently meeting or exceeding quotas.
Experience managing complex buying processes and maintaining large, multi-location accounts.
Proficiency in Microsoft Word, Excel, and PowerPoint.
Working knowledge of CRM tools such as Salesforce.com and ability to maintain, update, and use CRM data for account planning and execution.
Strong analytical, strategic, and problem-solving skills.
Excellent communication, presentation, and consultative selling abilities, including C-level negotiations.
Strong organization and attention to detail, with the ability to manage multiple priorities and deadlines.
Ability to learn quickly, adapt to change, work effectively in a matrixed team environment, and travel regularly.
Self-motivated, coachable, ownership-driven, and entrepreneurial.
Ability to read, write, speak, and understand English, with strong verbal, written, and interpersonal communication skills.
Professional, conscientious, tolerant, patient, and organized; collaborative and able to develop professional relationships and positively influence customer decisions.

Nice To Haves

Bachelor’s degree, preferably in Business, Marketing, or a related field.
Experience with order management, issue resolution, and/or EDI-related processes.
Strong accuracy in documentation.

Responsibilities

Build relationships with decision influencers, decision makers, end users, current buyers, and prospects to understand customer needs and business issues.
Sell and expand core and adjacent category programs across multi-location national and enterprise accounts.
Achieve assigned revenue, margin, product mix, and annual sales quota goals.
Travel within the assigned territory to solicit sales, orders, and contracts from national, contract, and business direct customers.
Grow account share by selling current products, expanding product ranges, and introducing new categories and solutions; involve specialists as needed.
Manage day-to-day account activities and service delivery, including inquiries about orders, deliveries, product or service issues, and payments.
Monitor EDI orders and exception queues, handle related communications, and resolve order or data discrepancies according to company policies.
Coordinate with customer service and operations to proactively resolve service issues, discrepancies, and delays.
Develop customer solutions by coordinating support, service, management, and other necessary company resources.
Partner with internal teams to pursue defined opportunities and shared quotas.
Manage complex pricing strategies and buying processes, including pricing, delivery fees, solutions, and program structures, while supporting appropriate profitability.
Participate in bids, re-bids, contract negotiations, and RFPs.
Establish and maintain professional relationships with C-level executives and senior decision makers; use consultative selling to strengthen partnerships and grow accounts.
Maintain accurate customer information, pricing, contract terms, service notes, issue resolutions, interactions, and opportunities in the CRM and related systems.
Inform management of recurring problems involving pricing, product descriptions, units of measure, availability, delivery, or service.
Contribute to selling strategies, process improvements, and coworker training.
Support the company's operational safety culture by working safely and addressing potential hazards or concerns.