Strategic Accounts Manager - USBSD

The Strategic Account Manager is an outside sales position responsible for managing an existing base of strategic account customers (greater than $1.5M in annual spend) by growing share of wallet and improving retention within these customer relationships. This role will have a matrix partnership team to include cross-functional experts on our office solutions, customer success coordination support, and account executives that focuses on new logos for assigned portfolio.

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 by developing and executing strategic customer account plans.

The Strategic Account Manager achieves assigned sales quota, profitability rates, strategic customer objectives in the assigned strategic account base while maintaining high customer satisfaction ratings.

Primary Responsibilities:

1. Account Retention and Growth: Engaged 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. Ensure Office Depot can earn appropriate profitability based on customer profile in volume, size, and service requirements. This will require the development of and execution of pricing strategies and tactics. Present Office Depot solutions that relate directly to key needs and business issues of customers.

2. Customer Management: Network through organizations and industries of focus. Be proactive in all aspects of opportunity development. Identify customer needs and 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. Establish yourself as a “Trusted Advisor” to the prospect or customer.

3. Matrix Team: Bring net new and innovative ideas to the both internal team and the customer. Assist in creating 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 around ways to continually improve the sales organization. Maintains customer information in Office Depot’s CRM.

Education & Experience: High School diploma or equivalent, Bachelors preferred

Area of Study: Business Administration, Marketing, Merchandising

Years of Experience: Minimum 7-year experience in a related field

Type of Experience: Sales, Marketing in a business-to-business environment

Technical Competencies: PC Proficiency

Skills and Ability:

• Ability to work in complex and consultative sales environments.

• Ability to get customers involved in creating business cases and value propositions.

• Comfortable speaking with C-Suite about financial metrics, calculations, and assumptions in the 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.

Information Systems:

• Microsoft Excel, Word, Outlook, PowerPoint

• Working knowledge of Salesforce CRM a plus

Personal Attributes:

• 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.

Pay, Benefits & Work Schedule

Office Depot and Office Max offer competitive salaries, a benefits package, which includes a 401(k), and more, along with plenty of opportunities 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

Office Depot and Office Max are 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.