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About the Role
The Account Development Manager of Technology (TECH) is responsible for hunting net new accounts, increasing penetration within existing Technology accounts, and servicing existing accounts. The role focuses on selling Technology solutions, collaborating with generalists, and ensuring customer satisfaction by responding to service needs and initiating sales support. It also requires pricing strategy execution based on profitability, maintaining customer information in the CRM, and developing selling strategies and sales initiatives. Routine travel within the territory to meet with customers and make sales is required.
Responsibilities
- Focus on in-person networking and cold calling strategically important customers in markets with high opportunity where a field presence is necessary to win.
- Partner with generalist account owners and create relationships with key decision influencers, decision makers, and end users within prospective or existing customers with no Technology spend.
- Expand sales within existing customers without Technology spend by presenting a portfolio of Technology specific solutions using a strategic pricing strategy.
- Generate long-term profitability and revenue by acquiring net-new high potential accounts through selling Technology specific solutions, requiring regular travel within the assigned territory to meet customers and make sales with little or no supervision.
- Grow share of wallet in existing high-pen customers by marketing new or alternative product offerings.
- Analyze historic sales within customers and brainstorm potential add-ons, including engaging with generalist account owners.
- Seek out and identify margin expansion opportunities within customers.
- Proactively manage opportunities and forecast sales in existing customers.
- Maintain customer info in ODP Business Solutions’ CRM.
- Allocate time for review and reflection on successful customer interactions and lost sales for self-development and improvement.
- Answer ad-hoc category-specific inquiries from generalist reps to educate and upskill them on the category of expertise.
- Coordinate with relevant ODP Business Solutions sales support functions to price and quote.
- Other duties as assigned.
Requirements
- Basic computer skills and the ability to use computers and technology for information access necessary to complete the job.
- Proficient in MS Office - Word, Excel, PowerPoint.
- Working knowledge of CRM tools (i.e., Salesforce.com).
- Successful history of B2B selling.
- Hunter mindset to existing customers and negotiate new, renewed, or amended contracts.
- Strong presentation skills and ability to develop customer centric solutions and deliver sales proposals on product features and benefits.
- Ability to multitask, as well as work efficiently and effectively within required deadlines.
- Ability to learn quickly and apply that knowledge, along with the ability to work in a team environment.
- Aptitude to learn the product portfolio.
- Ability to manage and foster change.
- Ability to travel within assigned territory to meet with the customers.
- Maintains and updates databases with all required customer information in CRM.
- Proficient in ability to read, write, speak, and understand English.
- Strong verbal, written, and interpersonal communication skills.
Skills
- Technology solutions sales
- Pricing strategy execution
- CRM data management
- Sales strategy development
- In-person networking
- Cold calling
- Relationship building
- B2B selling
- Negotiation
- Presentation skills
- Customer centric solution development
- Sales proposal delivery
- Multitasking
- Time management
- Teamwork
- Product knowledge acquisition
- Change management
- Travel
- Communication skills
Location
- Within the respective territory
Work Type
- Full-time
- Travel required
Experience Level
- Minimum 3-5 years of experience in related field
- Three (3) to Five (5) years of Strategic Account Sales
Education Level
- High School diploma or equivalent education preferred
- Bachelor’s degree in a Business Related Field (Preferred)
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.