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About the Role
This phone- and virtual-based new business development role generates net-new revenue for Office Depot Business by independently managing the full sales cycle, including prospecting, qualifying, presenting, negotiating, and closing. The role focuses on acquiring new customers, promoting new offerings, winning back former clients, and developing new markets.
Responsibilities
- Independently prospect, qualify, present, negotiate, and close new business by phone, email, and virtual meetings, managing the complete sales cycle end-to-end.
- Apply a hunter mentality and strong cold-calling skills to build a pipeline of net-new customers and convert it into revenue-producing accounts.
- Execute focused cold-calling campaigns to promote new fleet, product, or service launches into geographies where ODP does not currently have a presence.
- Identify and engage decision makers to generate awareness and secure first-time business in underpenetrated markets.
- Proactively call on customers who have left ODP Business Solutions to re-establish relationships, understand attrition reasons, and present updated solutions to win back lost revenue.
- Call into markets ODP intends to enter but does not yet serve, generating early leads, relationships, and pipeline before a Territory Sales Manager is hired.
- Hand off warmed prospects and pipeline to the incoming Territory Sales Manager to ensure a smooth transition.
- Maintain accurate, complete, and current prospect, activity, and pipeline data in ODP’s CRM to support forecasting, reporting, and hand-off of opportunities.
- Share prospecting techniques, call strategies, and market insights with Sales Development Representatives and Territory Sales Managers.
- Collaborate cross-functionally to align targeting priorities and support broader sales initiatives.
Requirements
- High School diploma or equivalent, Bachelors preferred
- Demonstrated success as a “hunter” in a new-business sales role, with a proven ability to independently manage a full sales cycle from prospecting through close.
- Two or more years of experience in outbound/cold-call prospecting, sales development, or inside or territory sales; four years preferred.
- Experience or aptitude in consultative selling, needs analysis, and solution recommendation.
- Comfort making a high volume of cold calls, supplemented by warm-call outreach, to generate net-new business.
- Ability to work in a deadline-driven, fast-paced environment, managing multiple priorities and adapting to change.
- Proficient in MS Office - Word, Excel, PowerPoint
- Working knowledge of CRM tools (i.e., Salesforce.com)
- Proven ability or strong potential to be an impactful “hunter” who generates and closes net-new business independently.
- Ability to run the full sales cycle — prospecting, needs analysis, solution presentation, negotiation, and closing.
- Ability to conduct consultative analyses with prospects and provide tailored product and solution recommendations.
- Strong cold-calling skills, with comfort making high volumes of outbound calls supplemented by warm-call outreach.
- Ability to prioritize and work multiple prospecting motions in parallel.
- Comfort initiating contact with new prospects and building rapport quickly over the phone and in virtual meetings.
- Effective written and spoken English communication skills with all levels of customer and internal stakeholders.
- Strong presentation and interpersonal skills; able to communicate value propositions clearly and confidently.
- Strong time management, organizational, and follow-up skills to manage a high-velocity, multi-motion prospecting pipeline.
- Ability to maintain and update CRM databases with all required prospect, contact, and activity information.
- Proven ability to meet or exceed assigned new-business revenue goals and sales quotas.
- Ability to read, write, speak and understand English.
- Strong initiative, self-motivation, and resilience in the face of rejection and challenges.
- Professional, goal-oriented, and results-driven mindset.
- Provide regular updates and reports to management on prospecting activity, pipeline, and sales forecasts.
Skills
- Cold calling
- Full-cycle sales
- New business development
- Prospecting
- Qualifying leads
- Presenting solutions
- Negotiation
- Closing deals
- CRM management
- Pipeline management
- Consultative selling
- Needs analysis
- Solution recommendation
- Time management
- Organization
- Follow-up
- Communication (written and spoken)
- Presentation skills
- Interpersonal skills
- MS Office (Word, Excel, PowerPoint)
- Salesforce.com
Location
- Virtual
Work Type
- Inside Sales
- New Business Development
- Full-Cycle Selling
- Phone-based
- Virtual-based
Experience Level
- 2 years minimum experience
- 4 years preferred experience
Education Level
- High School diploma or equivalent
- Bachelors preferred
- Business, Marketing, Sales, 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.
- 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.