Major Accounts - Business Development Manager

GENERAL DESCRIPTION
This is a sales position with the primary responsibility for soliciting, selling and implementing Office Depot products and services to the large-size private sector market with a potential annual spend of $150,000 to multi-million dollar accounts.  The Major Accounts BDM will target this market by direct outside sales with customers that typically have more than 500 white-collar workers and have not been identified as targets by the Global/National Accounts division
The Major Accounts BDM will engage in customer relationships regardless of the prospects contractual status and proactively create an awareness and presence with non-Office Depot customers.

PRIMARILY RESPONSIBILITIES

• Engaged in sales activities outside of the office,  face-to-face, including, but not limited to, creating relationships with the influencers and decision makers of non-Office Depot customers and develop a clear, complete understanding of their potential business issues and needs.  These relationships typically occur at the senior executive level (CEO, CFO, SVP for example).  The Major Account BDM will have a quota of new account revenue to achieve annually.


• Network and cold call prospective customers and leads (based on customer profile in volume, size and service requirements) to arrange meeting times to present Office Depot as a potential vendor.  Present Office Depot solutions that relate directly to key needs and business issues of potential account.


• The position will build business & customer relationships, regardless of the prospects contractual status, by proactively creating a awareness and presence with non-Office Depot customers and insuring that prospective customers are familiarized with Office Depots total solutions beyond core office supplies (Furniture, DPS, Break-room, & Technology).  


• Oversee the implementation process for new and existing accounts to eliminate obstacles to buying early and often in the relationship cycle.  Involved in bids and request for proposals and will be involved in re-bidding existing contracts


• Enter and maintain customer information in Office Depots CRM system and Contact Strategy dashboard on a regular basis and in a timely fashion.  Further, extract customer information to create business plans, sales presentations and support strategic customer solutions. Will involve administrative maintenance and invoicing issues as necessary.


• 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.


• This role requires the individual to understand the needs of the customer and be able to develop, and present, a solution that is customized to and addresses the situation.  The solution must balance the needs of the customer, while still maintaining an acceptable level of profit for the company.  This will require the development of, and execution of, very complex pricing strategies.


• Strategic orchestration of company resources to provide holistic solution and oversee the implementation process for new accounts.  Eliminate obstacles to buying early and often in the relationship cycle.  Ensure successful transition of new business to appropriate Major Accounts Manager in a smooth and timely fashion


• Liase with Major Account Managers, and VMMs to ensure a coordinated effort of prospecting and acquisition resources.  This will require the development and execution of sales engagement strategies.

PREFERED AND/OR REQUIRED EXPERIENCE AND EDUCATION

• Bachelors degree preferred / HS diploma required


• 2 to 4 years  B2B outside sales experience required


• Working knowledge of MS Office products, CRM systems a plus.  Solid navigation skills and functional capabilities of Office Depot web site and of Office Depot e-Commerce


• A thorough grasp of professional and consultative selling skills to include a history of successful contract negotiations.  The close cycle will can range from 6-18 months and will typically involve multiple decision makers in the purchasing decision.


• Fluid organization agility (the ability to learn, understand and navigate an organization at the upper to lower levels)


• Excellent communication (oral, written and presentation) skills and be able to present complex topics (pricing or service strategies)


• Personal comfort level when dealing with senior positioned customers in professional and social settings


• Professional and consultative selling skills to include some contract negotiations. 


• Fluid organization agility (the ability to quickly learn, understand and navigate an organization at the upper to lower levels.


• Excellent communication (oral, written and presentation) skills and be able to present complex business plans and topics (pricing or service strategies).