Enterprise Account Manager - East

Office Depot • Boca Raton, FL

5h • $76,100 - $128,600

About The Position

The Enterprise Account Manager grows and services strategic national and enterprise accounts, including Fortune 500/1000 customers. The role focuses on increasing account penetration, expanding programs in core and adjacent categories, protecting existing revenue, and delivering a strong customer experience. The position solicits, sells, implements, and expands programs across Furniture, Copy & Print, Technology, and Cleaning/Breakroom/Facilities Solutions, while qualifying new opportunities as appropriate. It involves building C-level relationships and engaging multiple decision makers and influencers across complex, multi-location accounts that may span districts or regions.

The role develops customer-centric solutions, manages complex pricing and contract strategies, and coordinates cross-functional resources to meet account performance and profitability objectives. It also manages day-to-day service for designated national accounts, including order management, issue resolution, and EDI exception handling, while maintaining accurate customer and account information in ODP Business Solutions' CRM and related systems. The employee customarily and regularly travels within the assigned territory to meet customers and make sales, with little or no supervision.

The Enterprise Account Manager is accountable for assigned sales quotas and revenue, margin, and product mix goals. The role collaborates with internal support, service, operations, and management teams; participates in bids, re-bids, contract negotiations, and RFPs; and identifies recurring service or product issues and opportunities for process improvement.

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.
• Successful experience with enterprise-level contract negotiations and consultative selling.
• Proficiency in Microsoft Office, including 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 skills, including C-level negotiations.
• Proven B2B track record of growing large enterprise or national accounts and consistently meeting or exceeding quotas.
• Experience managing complex buying processes and large, multi-location accounts.
• 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 approach.
• Ability to read, write, speak, and understand English, with strong verbal, written, and interpersonal communication skills.
• Ability to maintain a professional, conscientious, tolerant, patient, and organized approach; work independently and collaboratively; adapt to change; and build professional relationships that positively influence customer decisions.

Nice To Haves

• Bachelor's degree.
• Education in Business, Marketing, or a related field.
• Experience in 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 within national and enterprise accounts to understand their business needs.
• Sell and expand programs across core categories and the Furniture, Copy & Print, Technology, and Cleaning/Breakroom/Facilities Solutions adjacencies.
• Meet assigned annual sales quotas and revenue, margin, and product mix goals.
• Travel within the assigned territory to solicit sales, orders, and contracts from national, contract, and business direct customers.
• Grow share of wallet by selling additional products, expanding product ranges, and introducing new categories and solutions; engage specialists as needed.
• Manage day-to-day account activity and service delivery, including customer inquiries about orders, deliveries, products, services, and payments.
• Monitor EDI orders and exception queues, manage related correspondence, and resolve order or data discrepancies according to company policies.
• Proactively manage customer service issues and coordinate with customer service and operations to resolve discrepancies and delays promptly.
• Develop customer solutions by coordinating necessary company personnel and partnering with internal teams to pursue opportunities and shared quotas.
• Manage complex pricing strategies and buying processes while ensuring appropriate profitability based on customer profile, volume, size, and service requirements.
• Participate in bids, re-bids, contract negotiations, and RFPs.
• Establish and maintain professional relationships with C-level executives and senior decision makers, and use consultative selling to strengthen partnerships and grow accounts.
• Maintain accurate customer information, pricing, contract terms, service notes, issue resolutions, customer interactions, and opportunities in the CRM and related systems.
• Inform management of recurring issues involving pricing, product descriptions, units of measure, availability, delivery, or service, and contribute to selling strategies, process improvements, and coworker training.

Benefits

• 401(k).
• Competitive salaries.
• Benefits package.
• Opportunities to move and grow within the organization.
• Potential eligibility to participate in an incentive program, subject to the Incentive Plan terms and conditions.

What This Job Offers

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