Senior Manager, Contract Sales

Office Depot•Boca Raton, FL

About The Position

The Sr. Program Manager is responsible for creating and managing contracts for ODP Business Solutions, including Public Sector Cooperative Agreements, Healthcare GPO agreements, and Private Sector GPO Agreements. This role ensures compliance with legal agreements and handles tasks such as RFP responses, contracting, pricing management, and contract extensions. They collaborate with the selling team to build new business, maintain existing revenue, and address escalated service issues and retention efforts. Additionally, they analyze market opportunities, report competitive activity, participate in customer meetings and business reviews, provide training on ODPBS, GPO, and cooperative contracts, create marketing materials, and maintain key communication portals.

Requirements

Bachelor's degree or equivalent experience
Minimum 5-7 years of experience in related field
Outside Sales Experience
High Level Selling and Key Relationship Management
Strong Microsoft Outlook, Word, Excel, Teams and PowerPoint skills
Salesforce
Orion
Highspot
SharePoint Portal Utilization
Regular and effective use of communication tools, such as voice mail, e-mail, PC-based products such as Word, Excel, Projects, PowerPoint, SalesForce, etc.
Demonstrated knowledge and success in selling at C level.
Strong selling and negotiation skills
Strong margin management experience
Demonstrated success in managing by influence.
Demonstrated success selling within assigned contract group.
Strong analytical, oral, written and presentation skills.
Excellent planning, time management, communication, decision-making, presentation, and organization skills
Proven ability to perform effectively in a fast-paced, high-growth, rapidly-changing environment
Proven ability to develop and maintain effective internal and external business relationships with various levels of management; prior experience working with, and or coordinating the efforts of multiple parties
Ability to read, write, speak, and understand English.

Nice To Haves

Public and Private Sector Sales/Procurement Experience a plus
Must be personable and presentable at all times
Must be a self-starter and able to make own decisions in timely manner.
Able to take direction well and execute efficiently and effectively.
Flexible with respect to change initiatives
Positive and Engaging
Demonstrated success with operating in a highly ambiguous environment with constant change.
Integrity, Accountability & Trust
Demonstrate passion for the brand, products, services and solutions offered to our customers
Must possess a desire to continually develop skills and product knowledge
Mange by Influence
Attention to Detail
Business Acumen
Customer Focus
Drive for Results
Time Management
Interpersonal Savvy
Public Sector Knowledge and Experience

Responsibilities

Create and manage Public Cooperative Agreements and/or Private GPO Agreements and/or Healthcare GPO Agreements. Own RFP responses, contracting (lead agency and end customer when necessary), implementation, pricing management, business reviews, contract extensions, new solicitations, rebate validation and coordination, audit coordination, and support for Federation partners with programs where applicable.
Responsible for compliance to legal agreement (pricing, rebates, admin fees, marketing, etc.).
Create and lead strategic, collaborative actions to assist selling team to build new business, maintain and grow existing revenue within assigned territories, including escalated service issues & retention efforts.
Attend key customer meetings and collaborate with field, ISO, and Federation reps to prepare customer strategy and sales presentation for meetings.
Participate in joint sales calls with field, ISO, and Federation sales reps and serve as a conduit for all sales and contract compliance teams to ensure contract is executed properly.
Analyze market opportunities and deployment strategies for field sales management & field sales.
Report & share significant competitive activity.
Participate in quarterly business reviews with customers, field & field management as appropriate.
Conduct training on ODPBS, GPO, and cooperative contracts and public sector for field, ISO, and Federation representatives.
Work with teams to create tools and conduct training internally and externally (new hire training, program training, public sector training, tool creation, etc.
Create marketing materials for field and cooperative marketing partners.
Work with cooperative marketing partner to ensure all resources are being adequately utilized (marketing, online resources, sales resources), attend appropriate public sector conferences and tradeshows, gain and share knowledge including competitive intelligence (may require limited weekend travel/participation). Tradeshow strategy and coordination with marketing.
Ongoing maintenance of assets in key communication portals: SFDC & Sales Communication Portal.
Other duties as assigned.