Overview
This is a high-impact leadership opportunity where you will build and lead a local outside sales team in the San Francisco market, hire, train, coach, and mentor sales professionals focused on new business and growth within existing accounts, and drive strategy and execution for a key growth market for ODP Business Solutions.
The role is regional and field-based, with local travel across San Francisco and regular in-office collaboration in our Fremont, CA office.
The Managing Director, Sales and Local Operations provides strategic leadership for a field sales organization responsible for earning, retaining, and expanding business across an assigned geography of customers in the assigned local market(s). This role is accountable for building and leading a high performing customer centric sales team that deliver profitable growth, deepen client relationships, and differentiate ODP Business in the local market. The Director sets the commercial strategy for the territory, operationalizes go to market plans, and ensures consistent, disciplined execution in the field. A highly visible, hands-on leader, this role spends most of the time in market alongside Territory Sales Managers, coaching in real time, strengthening key customer relationships, and driving strategic initiatives that support long term, sustainable growth.
Primary Responsibilities:
Sales Leadership, Talent Management & Team Development: Responsible for strategic leadership, direction, and day-to-day management for a team of field sales professionals. Recruit, develop, mentor, and retain top sales talent; set clear expectations and performance standards; and foster a culture of accountability, high performance, and continuous improvement. Deliver ongoing coaching, ride-alongs, and formal development plans to elevate sales capabilities and individual and team effectiveness.
Market Strategy, Retention & Growth Execution: Own the local go-to-market strategy for assigned geography(s), including, territory design, coverage models, and prioritization of high-value opportunities. Lead the execution of retention and growth strategies across existing and new accounts, ensuring robust account planning, customer contact strategies, and local executive presence and strong customer engagement. Partner with Marketing, Operations, Product, and other stakeholders to align programs, campaigns, and solutions to local market needs and growth objectives.
Revenue, Profitability & Performance Management: Drive achievement of sales, margin, and profitability targets for the local market. Establish and manage performance KPI's, forecasts, and reviews to track progress against goals, identify risks, and drive timely course corrections. Ensure disciplined pipeline management, accurate forecasting, and adherence to pricing policies and budget parameters while balancing growth, profitability, and customer experience.
Education and Experience:
Level of Formal Education: Bachelor's degree or equivalent experience
Area of Study: Business, Marketing, or a related field
Minimum Years of Experience: 8
Type of Experience:
8+ years of progressive experience in B2B field sales, account management, or sales leadership, with at least 2+ years leading sales teams focused on retention and growth
Proven success leading in multi-channel or multi-segment environments (e.g., private and/or public sector)
Deep understanding of B2B contract sales models, particularly in office products, furniture, facilities, or technology solutions
Demonstrated ability to navigate complex procurement and RFP environments in both private and public sector accounts
Familiarity with strategic sourcing practices, supply chain dynamics, and category management within the office products or similar distribution driven industries
Strong knowledge of distribution channels, vendor partnerships, and rebate/incentive programs in a B2B environment
Experience managing mid-market client portfolios across sectors such as corporate, education, healthcare, and government
Experience in P&L management, forecasting, territory planning, and performance analytics
Special Certifications: Sales leadership or coaching certifications preferred (e.g., Certified Sales Leader, Sandler Sales Certification)
Technical Competencies & Information Systems:
Highly proficient with CRM tools (e.g., Salesforce or equivalent) for pipeline, territory, and performance management
Proficient in the Microsoft suite of tools (Excel, PowerPoint, Word, Outlook)
Comfortable using data and reporting tools to analyze performance, identify trends, and inform decision making
Skills & Abilities:
Leadership & Coaching:
Strong leadership and people management capabilities with a track record of building, motivating, and retaining high performing sales teams
Skilled at coaching in the field, modeling best in class sales behaviors, and developing frontline sellers and emerging leaders
Strategic & Commercial Acumen:
Strategic thinker able to translate corporate vision into clear, actionable local market strategies and sales plans
Deep understanding of sales processes, contract structures, pricing models, and long-term retention strategies
Influence & Communication:
Excellent communication, negotiation, and influencing skills at all organizational levels, including with senior executives and key external stakeholders
Ability to reconcile and align the perspectives of Sales, Operations, Marketing, and other functions to drive common outcomes
Operational Excellence & Execution:
Proven ability to manage competing priorities and operate effectively in a matrixed environment
Strong discipline around pipeline management, forecasting, performance reviews, and operational rigor in the field
Additional Language Skills: Excellent verbal, written communication skills and strong presentation skills
Personal Attributes & Other/Preferred:
Results oriented and customer obsessed, with a strong focus on measurable outcomes and long-term relationships
Decisive, adaptable, and resilient in a dynamic, competitive market environment
High integrity, accountability, and a strong sense of ownership for both results and culture
Collaborative and relationship driven, with a clear bias for action and problem solving
Self-starter who thrives on developing people, elevating team capability, and driving sustained performance improvement
About The ODP Group: The ODP Group, through its business entities ODP Business Solutions and Office Depot, is a leading provider of products, services, and technology solutions through an integrated business-to-business (B2B) distribution platform and omnichannel presence, which includes world-class supply chain and distribution operations, dedicated sales professionals, online presence, and a network of Office Depot and OfficeMax retail stores.
Commitment to Safety: We are committed to maintaining a safe and healthy work environment for our Coworkers and our customers. All Coworkers are expected to support our operational safety culture by working safely and addressing potential hazards or concerns.
Disclaimer: The above statements are intended to describe the general nature and level of work being performed by Coworkers assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of Coworkers so classified. Other duties may be assigned.
Pay, Benefits & Work Schedule: The salary range for this role is $104,000/year to $178,000/year, however all state and local minimum wages will be complied with, resulting in a possible adjustment to the salary range displayed. The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunities to move and grow within our organization! You may be eligible to participate in an incentive program, paid in accordance with the Incentive Plan terms and conditions.
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 pursuant to the City & County of San Francisco Fair Chance Ordinance.
Application Deadline: The job posting will remain open for a minimum of 3 days and will expire once the position has been filled.
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.
REQNUMBER: 104013
