Lead, Inside Sales Representative - Public

Overview

The Lead Inside Sales Representative Public (Rep, Lead ISO – Public) is responsible for revenue growth and customer retention of the largest, most important, strategic, and complex enterprise-level customers as part of a business-to-business integrated sales model.  The Lead ISR is responsible for managing customer relationships by making outbound value-added contacts within the context of an established Contact Plan to their assigned account base, as well as accepting inbound calls.  While all inbound and outbound contacts will be strategically focused on revenue growth and customer retention, specific outbound call initiatives/campaigns may vary to include account penetration, product penetration, introduction of new product/service offerings, relationship building and invitations to training events (webinars, tradeshows, etc…). Appropriately manages customer prospecting to connect directly with future customers. This position will focus on the target markets of clients that are among the largest in a DSMs region, or of a RSDs region, depending on the needs of the business.  The Lead ISR is to protect and grow the segments’ largest customers. The other role for them is to limit the number of transitions that a highly valued client might have during their lifetime within the ISO.  Typically the Lead ISR will have a smaller number of overall accounts, but a larger overall account set valued (depending on the segment) between 3 and 8 million dollars.  The Lead ISR will be responsible for generating immediate, compelling customer interest, ensuring that the products or services offers sufficient value to generate a willingness to continue the sales dialogue; The associate should initiate exploratory discussions to schedule solid and specific follow-up sales calls in an effort to continue facilitating buying processes.

Primary Responsibility:

1. Maintain and grow (Revenue, Margin, Adjacency penetration) of the segments’ largest, most important, strategic, and complex customers.  Ensure these enterprise-level customers continue to buy and increase their Annual spend with Office Depot. This role will have $3M-$8M annual revenue base and an incremental year/year percentage sales goal. 

2. Work toward a defined sales quota, by managing, maintaining and growing an assigned book of business. Develop sales strategies and sell value beyond the core product offering to meet the needs of the buyer and ensure retention of the customer over the long term. Build sales opportunities by understanding the customer's business and business needs, and market and industry trends. Builds sales opportunities with existing clients by understanding the clients’ organizational structure.

3. Produce daily results by using sales methodologies to advance the sales process and close deals via phone. Make contact with decision makers and influencers as well as current buyers and end users. 

4. Increase orders by suggesting related items, introduce new products and service. Sustain existing business relationships and seek opportunities to enhance the existing business potential across all product service lines.

5. Build relationships with Outside Sales to increase account development efforts. Ensures that they are communicating with the correct person / role in the organization to grow sales

Education & Experience:

High School Diploma or GED; Bachelor’s Degree (BA/BS) preferred

Bachelor’s Degree preferred in Sales, Marketing or Business

Seven years’ experience in related field

Inside or Outside Sales, preferably in the retail industry

Skills and Ability:

• Strong sales skills that includes a thorough grasp of professional and consultative selling skills

• A demonstrated working understanding of the customer relationship process. In depth experience dealing with mid to senior level customers

• Strong team focus with a high level of initiative to achieve goals

• Proven negotiation skills

• PC knowledge with the aptitude to learn new technology-related tools

• Strong interpersonal skills with the ability to provide valuable coaching, feedback and mentorship

• Excellent verbal and written communication skills 

Strong business acumen

About The ODP Corporation
The ODP Corporation (NASDAQ:ODP) is a leading provider of products and services through an integrated business-to-business (B2B) distribution platform and omnichannel presence, which includes world-class supply chain and distribution operations, dedicated sales professionals, a B2B digital procurement solution, online presence, and a network of Office Depot and OfficeMax retail stores. Through its operating companies Office Depot, LLC; ODP Business Solutions, LLC; Veyer, LLC; and Varis, LLC, The ODP Corporation empowers every business, professional, and consumer to achieve more every day.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of associates so classified. Other duties may be assigned.

Pay, Benefits & Work Schedule

The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunity to move and grow within our organization! For immediate consideration for this exciting position, please click the Apply Now button.

How to Apply

Click the Apply Now button and follow the instructions on each page. When you have completed the application, click the submit button.

Equal Employment 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 City & County of San Francisco Fair Chance Ordinance.