Senior Manager, Account Management

Overview

*This will be a hybrid position based out of one of the following locations: Boca Raton, FL, Dallas, TX, Atlanta, GA or Chicago, IL

The Sr. Manager - Account Management is responsible for managing an existing base of customers by growing share of wallet and improving retention within these customer relationships. This position leads a team which is responsible for our customer engagement and experience, focused exclusively on existing customers.

This position will develop strategies to strengthen the business relationship and maximize the penetration opportunities by providing full potential with value-add solutions in all services by developing and executing on customer plans.

This individual develops and brings a disciplined approach to the grow and guard portion of gain/grow/guard.

This role will manage a team of 5+ associates. Role will lead and manage client profitability, quarterly and monthly business reviews as well as leading the team that will be the day-to-day contact for our clients.  

This role and the team will have a matrix partnership team to include a cross-functional experts on our product solutions, customer service support, IT and pricing.

Primary Responsibilities:

• Account Retention and Growth: Lead and develop the team for sales activities outside of the office, face-to-face, including, but not limited to, creating relationships with decision influencers, decision makers, end users, current buyers and new prospects within a company on a regular basis.

Manage the team to retain and grow current customer base and expand footprint through cross/up sell opportunities. Ensure company can earn appropriate profitability based on customer profile in volume, size and service requirements. This will require the development, design and execution of pricing strategies and tactics. Present company solutions that relate directly to key needs and business issues of customer.

• Customer Management: Network through organizations and industries of focus. Manages the team to be proactive in all aspects of opportunity development. Guides the team to identify customer needs to effectively understand and respond to customer objections. Provide guidance on customer and prospect strategic initiatives and expertise around particular areas of interest to discuss industry best practices and development of high-level strategies. Build and expand relationships with decision makers in prospect and customer accounts. Drives the team to establish as a “Trusted Advisor” to the prospect or customer.
• Matrix Team: Bring net new and innovative ideas to both internal team and the customer. Develop an environment of teamwork and continuous improvement. Demonstrates and guides to establish a commitment to excellence. Partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinement. Create and maintain accurate records of sales interactions and transactions in company’s CRM.
• Collaborate with peers, senior management and internal stakeholders to continually improve the sales organization. 
• Develops direct reports, including preparation for increased responsibilities, coaching, performance management, and long-term career planning.
• Develop and implement strategies to improve team performance, including training programs and process improvements.

Education and Experience:

• Bachelor’s Degree in Business Administration, Marketing or Merchandising or equivalent experience
• 7+ years’ experience in Sales or Marketing in Business-to-Business environment
• Ability to work in complex and consultative sales environment.
• Ability to get customer involved in creating business case and value propositions.
• Comfortable speaking with C-Suite about financial metrics, calculations and assumptions in business case.
• Demonstrate an understanding of the industry, the current trends and changes, as well as leverage that information to the benefit of Office Depot and the customer.
• Excellent objection handling and negotiating abilities.
• Ability to create strong customer loyalty.
• Driven to invest time in self-education that can be applied in a professional context.
• Excellent oral, written and presentation communication skills
• Fluid organization agility (the ability to quickly learn, understand and navigate an organization at the upper to lower levels.
• Previous experience within the office supplies industry preferred.
• Microsoft Excel, Word, Outlook, PowerPoint
• Working knowledge of Salesforce CRM a plus
• SaaS knowledge - more focused on supply chain as a service vs software
• Must be personable and presentable at all times.
• Must be a self-starter and able to work autonomously timely manner.
• Able to take direction well and execute efficiently and effectively.
• Flexible with respect to change initiatives.

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.