National Account Manager - Healthcare/Buying Groups/GPO

Office Depot • Boca Raton, FL

2h • $76,100 - $128,600

About The Position

The National Account Manager at ODP Business Solutions is responsible for retaining existing business and increasing profitability across an assigned book of accounts. The role protects and renews revenue through contract renewals, re-bids, negotiations, and requests for proposals, and develops pricing strategies that reflect customer profile, volume, size, and service requirements. It also grows share of wallet by selling existing and new office and non-office supply categories, partnering with specialists as needed.

The position maintains customer data and its accuracy in the ODP Business Solutions CRM, analyzes sales and account performance, forecasts revenue, manages the sales pipeline, and prepares business reviews for leadership. It also contributes selling strategies, sales initiatives, and coworker training. The employee customarily and regularly travels throughout the assigned territory to meet customers and make sales, with little or no supervision.

The company describes ODP Business Solutions and Office Depot as providers of products, services, and technology solutions through a B2B distribution platform and omnichannel presence. Coworkers are expected to support a safe work environment. Compensation includes a competitive salary and benefits package, including a 401(k); the employee may also be eligible for an incentive program, subject to its terms and conditions.

Requirements

• High school diploma or equivalent.
• At least seven years of strategic account sales and/or management experience.
• Proven record of exceeding monthly goals at the C-suite level.
• Proficiency in Microsoft Word, Excel, and PowerPoint.
• Working knowledge of CRM tools such as Salesforce.com.
• Successful history of B2B selling to large enterprise accounts.
• Ability to balance account retention with a hunter mindset to defend, renew, amend, and expand existing contracts.
• Strong presentation skills and ability to develop customer-centric solutions and present proposals on product features and benefits.
• Ability to conduct complex contract negotiations and discussions tactfully with C-level executives and key decision-makers.
• Ability to multitask and work effectively within required deadlines.
• Ability to learn quickly, apply knowledge, and work in a team environment.
• Ability to learn the product suite and the ODP 5C way.
• Ability to manage and foster change.
• Ability to travel regularly to and from the assigned territory to meet customers.
• Ability to maintain and update customer information in CRM databases.
• Strong financial and data-analysis skills, including revenue forecasting and account profitability analysis.
• Valid driver's license and safe driving record.
• Ability to read, write, speak, and understand English, with strong verbal, written, and interpersonal communication skills.

Nice To Haves

• Bachelor's degree.
• Eight or more years of strategic account sales and/or management experience.

Responsibilities

• Retain and renew existing customer revenue through bids, contract negotiations, re-bids, and requests for proposals.
• Develop and execute pricing strategies to meet profitability targets based on customer profile, volume, size, and service requirements.
• Conduct regular business reviews with customers and internal leadership to track retention, renewals, and profitability.
• Collaborate with pricing, marketing, product, supply chain, and customer success teams to protect and grow accounts.
• Grow share of wallet by selling current products, a broader range of products, and new office and non-office supply categories; involve specialists as needed.
• Travel regularly within the assigned territory to meet customers and make sales.
• Maintain accurate customer information in the ODP Business Solutions CRM and other required databases.
• Analyze account performance, sales data, and market trends; forecast revenue, maintain an accurate pipeline, and prepare business reviews for leadership.
• Develop selling strategies and implement sales initiatives.
• Train coworkers and provide thought leadership on customer and company requirements.
• Meet or exceed assigned revenue goals and sales quotas, and achieve account retention, contract-renewal-rate, and gross-margin/profitability targets.
• Support the company's operational safety culture by working safely and addressing potential hazards or concerns.

Benefits

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

What This Job Offers

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