Sr. Account Manager, Hospitality - Seattle, WA

Office Depot • Boca Raton, WA

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About The Position

The Sr. Account Manager, Hospitality drives growth and retention among hospitality customers, 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 the company’s product portfolio, and increases customer spend through cross-selling and upselling. The associate travels throughout an assigned territory to prospect, sell, and service accounts, with travel to customers anticipated to be at least 60% of the time. The position works with product specialists and internal teams to increase category penetration and provide tailored customer solutions. It also includes executing customer-profile-based pricing strategies, maintaining accurate customer records in ODP CRM, developing hospitality sales strategies, training coworkers, and implementing sales initiatives. The role requires regular territory travel and independent customer meetings.

The ODP Group is a provider of products, services, and technology solutions through a B2B distribution platform and omnichannel presence, including supply chain and distribution operations, sales professionals, online services, and Office Depot and OfficeMax retail stores. The company emphasizes a safe and healthy work environment and expects coworkers to support its operational safety culture. The company offers competitive salaries, a benefits package that includes a 401(k), opportunities for career growth, and possible participation in an incentive program, subject to the plan’s terms and conditions.

Requirements

• At least four years of outside sales experience, including at least one 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.
• A track record of new customer acquisition and account growth.
• Ability to acquire new hospitality customers and negotiate new, renewed, or amended contracts with existing clients.
• Strong presentation skills, including developing and delivering customer-centric proposals that explain OS&E product and solution features and benefits.
• 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 suite tools.
• Proficiency maintaining and updating customer information in CRM systems and ensuring account 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 sales 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 customer needs and market trends.
• Willingness and ability to travel regularly within the assigned territory to meet hospitality customers and prospects.
• Bachelor’s degree or equivalent experience; the stated fields of study are Business, Hospitality Management, Marketing, or a related field.

Nice To Haves

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

Responsibilities

• Prospect for and acquire new hospitality customers in the assigned territory, particularly in the OS&E market, including through direct outreach and networking.
• Introduce and sell a broad range of OS&E products and solutions, identify add-on opportunities, and expand service offerings.
• Collaborate with product specialists to increase category penetration.
• Travel within the territory to meet prospective customers, make sales, and service accounts, often with little or no supervision.
• Grow revenue and share of wallet with existing hospitality accounts by selling additional products, expanding into new categories, and deepening customer relationships.
• Understand customer and property needs and present tailored solutions to increase spending and loyalty.
• Conduct customer meetings and business reviews to identify growth opportunities.
• Service and retain revenue from current hospitality customers.
• Manage bids, quotes, and proposals in coordination with customers and operational support teams.
• Coordinate with customer service and sales support to ensure customer satisfaction.
• Execute pricing strategies and tactics aligned with customer profiles and business requirements.
• Maintain accurate customer information and interaction history in ODP CRM and take 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.
• Follow company policies, procedures, and ethical standards.
• Perform other duties as assigned.
• Work safely and address potential hazards or concerns in support of the company’s safety culture.

Benefits

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior