Sr. Account Manager, Hospitality - Seattle, WA

Office Depot • Boca Raton, FL

1d • $76,100 - $100,000

About The Position

The Sr. Account Manager, Hospitality drives growth and retention in the hospitality sector, focusing on acquiring new customers and expanding the company’s presence in the Operating Supplies & Equipment (OS&E) market. The role builds relationships with hospitality clients, introduces them to the product portfolio, and increases share of wallet through cross-selling and upselling. The associate travels within an assigned territory to prospect, sell to, and service hospitality accounts; customer travel is anticipated to be at least 60% of the time.

The role collaborates with product specialists and internal teams to increase category penetration and deliver tailored solutions. It executes customer-profile-based pricing strategies, maintains accurate customer data in the ODP CRM, and contributes thought leadership by developing hospitality-focused selling strategies, training coworkers, and implementing sales initiatives.

Requirements

• Bachelor's degree or equivalent experience; relevant fields include business, hospitality management, marketing, or a related area.
• At least 4 years of outside sales experience, including at least 1 year of hospitality OS&E experience.
• Demonstrated success in B2B field sales to large enterprise accounts in the hospitality industry, such as hotels, resorts, property management companies, or hospitality suppliers.
• Track record of acquiring new customers and growing accounts.
• Strong new-business acquisition focus and experience negotiating new, renewed, or amended contracts with hospitality clients.
• Exceptional presentation skills and ability to develop and deliver customer-centric proposals tailored to hospitality clients.
• Experience with complex, mutually beneficial contract negotiations and strategic conversations with hospitality-sector decision makers.
• Valid driver's license and a safe driving record.
• Proficiency with Microsoft tools.
• Proficiency maintaining and updating customer information in CRM systems and ensuring data integrity.
• Ability to manage multiple priorities and meet deadlines in a fast-paced hospitality sales environment.
• Ability to learn and apply new information, products, and processes and collaborate effectively in a team-oriented environment.
• Ability to learn the full suite of OS&E products and solutions and the ODP sales methodology.
• Ability to manage and foster change within hospitality accounts and adapt to changing customer needs and market trends.
• Willingness and ability to travel regularly within the assigned territory.

Nice To Haves

• Experience with Salesforce.
• Spanish proficiency.
• Openness to feedback and coaching, initiative, and an entrepreneurial approach to growing the hospitality business.

Responsibilities

• Proactively prospect and acquire new hospitality customers in the assigned territory, particularly in the OS&E market, through direct outreach, networking, and customer-base development.
• Introduce and sell a broad range of OS&E products and solutions, identifying opportunities for add-ons and expanded services.
• Collaborate with specialists to increase category penetration.
• Travel regularly within the territory to meet prospects and customers and make sales with little or no supervision.
• Grow share of wallet with existing hospitality accounts by selling additional OS&E products, entering new categories, and deepening customer relationships.
• Understand each property's needs and present tailored solutions to increase customer spend and loyalty.
• Conduct customer meetings and business reviews to identify growth opportunities.
• Service and retain revenue from existing hospitality customers.
• Manage bids, quotes, and proposals in coordination with customers and ODP operational support teams.
• Coordinate with customer service and sales support as needed to ensure customer satisfaction.
• Execute pricing strategies and tactics aligned with customer profiles and business requirements.
• Maintain accurate customer information and interaction histories in ODP CRM, taking ownership of data integrity and work-product accuracy.
• Develop business plans and implement hospitality-focused sales initiatives.
• Develop hospitality selling strategies, train coworkers, and share best practices and market insights.
• Adhere to company policies, procedures, and ethical standards, and perform other duties as assigned.

Benefits

• 401(k)
• Competitive salaries.
• 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: Senior