Key Account Manager - CO/ID

Overview

The Key Account Manager is an outside sales position responsible for managing an existing base of key account customers (that have an annual spend of $20K to $150K) by growing share of wallet and improving retention within these customer relationships. This role will have a matrix partnership team to include a cross-functional experts on our office solutions, customer success coordination support, and an account executive that focuses on assigned portfolio in medium to enterprise customers, including government and education.

This position will work towards strengthening the business relationship and maximizing the penetration opportunities by providing full potential with value-add solutions in all product categories.

• Account Growth by engaging in 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
• Retain current customer base and expand footprint through cross/up sell opportunities, ensuring Office Depot can earn appropriate profitability based on customer profile in volume, size, and service requirements
• Develop and execute pricing strategies and tactics, present Office Depot solutions that relate directly to key needs and business issues of customer, negotiate and close sales campaigns to grow customer base 10% annually with a customer base is between $1M to $2.5M
• Customer Management by networking through organizations and industries and acting proactively in all aspects of opportunity development
• 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, while building and expanding relationships with decision makers in prospect and customer accounts as a “Trusted Advisor” to the prospect or customer
• Bring net new and innovative ideas to both internal team and the customer
• Create an environment of teamwork and continuous improvement, demonstrate a commitment to excellence, partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinement
• Collaborate with peers and management to continually improve the sales organization and maintain customer information in Office Depot’s CRM. 

Qualifications

• Sales experience in business-to-business environment
• 2+ years related experience
• Ability to work in complex and consultative sales environment
• Ability to get customer involved in creating business case and value propositions
• Comfortable speaking 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
• Microsoft Excel, Word, Outlook, PowerPoint

Preferred Qualifications

• Bachelor’s degree in a related field
• Working knowledge of Salesforce CRM a plus