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About the Role

This role is centered on building relationships with hospitality clients, introducing them to our complete product portfolio, and increasing share of wallet through cross-selling and upselling. The associate will travel within their assigned territory to prospect, sell, and service hospitality accounts, ensuring customer satisfaction and long-term partnership. Collaboration with product specialists and internal teams is essential to maximize category penetration and deliver tailored solutions. The role also includes executing pricing strategies and maintaining accurate customer data. Thought leadership in developing hospitality-focused selling strategies, training coworkers, and implementing sales initiatives is expected.

Responsibilities

Proactively prospect and acquire new hospitality customers within the assigned territory, with a strong emphasis on the OS&E market.
Introduce and sell a broad range of OS&E products and solutions; identify opportunities for add-ons and expanded service offerings.
Collaborate with specialists to support greater category penetration.
Travel regularly within the assigned territory to meet with prospective customers and make sales with little or no supervision.
Grow share of wallet with existing hospitality accounts by selling additional OS&E products, expanding into new categories, and deepening relationships with current customers.
Understand each property's unique needs and present tailored solutions to increase spend and loyalty.
Travel to meet with customers, conduct business reviews, and identify new growth opportunities.
Service and retain revenue from current hospitality customers.
Manage bids, quotes, and proposals in coordination with customers and ODP operational support teams.
Ensure customer satisfaction by coordinating with customer service and sales support as needed.
Execute pricing strategies and tactics that align with customer profiles and business requirements.
Travel regularly to customer sites to maintain and grow these relationships.
Take responsibility and ownership for data integrity and accuracy of work products.
Demonstrate creativity in business planning and implementing hospitality-focused sales initiatives.
Maintain customer information and customer interaction history in ODP CRM.
Act as a thought leader in developing hospitality selling strategies and training co-workers.
Share best practices and insights to help the team succeed in the hospitality and OS&E market.
Adhere to all company policies, procedures, and ethical standards.
Perform other duties as assigned.

Requirements

At least 4 years outside sales experience with at least 1 year of hospitality OS&E experience.
Demonstrated success in B2B field sales to large enterprise accounts within the hospitality industry.
Track record of new customer acquisition and account growth.
Strong hunter mentality with a focus on acquiring new hospitality customers, as well as negotiating new, renewed, or amended contracts with existing hospitality clients.
Exceptional presentation skills, with the ability to develop and deliver customer-centric proposals that highlight the features and benefits of OS&E products and solutions tailored to hospitality clients.
Experience conducting complex, mutually beneficial contract negotiations and strategic conversations with key decision makers in the hospitality sector.
Must possess a valid driver’s license and maintain a safe driving record.
Proficient in the Microsoft suite of tools.
Proficient in maintaining and updating customer information in CRM systems, ensuring data integrity for hospitality accounts.
Ability to efficiently manage multiple priorities and work effectively within required deadlines in a fast-paced hospitality sales environment.
Demonstrated ability to quickly learn and apply new information, products, and processes.
Ability to collaborate effectively within a team-oriented hospitality sales environment.
Aptitude to learn the full suite of OS&E products and solutions, as well as the ODP sales methodology.
Ability to manage and foster change within hospitality accounts and adapt to evolving customer needs and market trends.
Willingness and ability to regularly travel within the assigned territory to meet with hospitality customers and prospects.
Spanish proficiency is a plus.
Open to feedback and coaching, while demonstrating initiative and an entrepreneurial approach to growing the hospitality business.

Skills

OS&E products and solutions
Sales
B2B sales
Account management
Customer relationship management
Cross-selling
Upselling
Negotiation
Presentation skills
Business planning
Sales initiatives
Microsoft Office Suite
CRM systems
Salesforce (preferred)
Collaboration
Change management
Adaptability

Location

Assigned territory

Work Type

Field sales
Travel required (minimum 60%)

Experience Level

4+ years outside sales experience
1+ year hospitality OS&E experience

Education Level

Bachelor's degree or equivalent experience in Business, Hospitality Management, Marketing, or a related field

Benefits

Competitive salaries
401(k)
Incentive program

About the Company

The ODP Group, through its business entities ODP Business Solutions and Office Depot, is a leading provider of products, services, and technology solutions through an integrated business-to-business (B2B) distribution platform and omnichannel presence, which includes world-class supply chain and distribution operations, dedicated sales professionals, online presence, and a network of Office Depot and OfficeMax retail stores.

Equal Opportunity

The company is committed to providing equal employment opportunities in all employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship status, marital status, age, disability, protected veteran status, sexual orientation or any other characteristic protected by law.
We will consider for employment qualified applicants with arrest and conviction records pursuant to the City & County of San Francisco Fair Chance Ordinance.