Overview
The role is regional and field-based, with local travel across greater Seattle and regular in-office collaboration in our Kent, WA office.
The Territory Sales Manager is responsible for acquiring new mid-market customers and expanding relationships with existing accounts within the assigned geography. This role focuses on outside sales to organizations with approximately 50-1,000 white collar employees, positioning ODP Business products, services, and solutions to maximize account growth and market penetration. The Territory Sales Manager targets companies with up to $1.5M in annual purchasing potential, building strong relationships with key decision makers and influencers through networking, relationship development, and cold calling. The incumbent is expected to consistently drive new partnerships, increase revenue, and contribute to the overall growth of the territory and region.
Primary Responsibilities:
Existing Account Expansion: Spend time in person with existing customers to identify and capture additional revenue opportunities across product categories and services. Conduct consultative discussions to understand evolving customer needs, propose tailored solutions, and drive account penetration and share of wallet.
New Account Acquisition: Engage in outside sales activities to identify, prospect, and close new mid-market customers within the assigned territory. Develop relationships with decision makers, influencers, end users, and buyers through in-person meetings, networking events, and cold-calling. Leverage customer profiles (e.g., volume, size, service requirements) and ODP's strategic pricing strategy to present compelling solutions and secure new business. The expectation is that this role spends a minimum of 30 hours per week outside of the office and actively working in the designated territory.
Servicing Existing Revenue: Manage and service current spend within assigned accounts to ensure high levels of customer satisfaction and retention. Partner with customer service, sales support, and other internal teams as needed to resolve issues, maintain strong relationships, and position ODP as the preferred provider.
Territory & Data Management: Take ownership of territory planning, business development strategies, and execution of sales initiatives. Maintain accurate, up-to-date customer information, activities, and pipeline details in ODP's CRM to support forecasting, reporting, and account planning. Ensure data integrity and accuracy of all work products.
Sales Leadership & Collaboration: Act as a subject matter resource on customer requirements and selling strategies. Share best practices, support peer learning, and contribute to the development and training of co-workers where appropriate. Collaborate with cross-functional teams to align on account strategies, resolve issues, and drive results.
Education and Experience:
Level of Formal Education: High School diploma or equivalent, Bachelors preferred
Area of Study: Business, Marketing, Sales, or a related field
Minimum Years of Experience: 2
Type of Experience:
Demonstrated relationship building, negotiation, and closing skills (through work experience, internships, or other relevant activities)
Experience or aptitude in consultative selling, needs analysis, and solution recommendation
Ability to work in a deadline driven, fast paced environment, managing multiple priorities and adapting to change
Experience working in a team environment and collaborating to achieve shared goals
Technical Competencies & Information Systems:
Proficient in Microsoft Office (Word, Excel, PowerPoint)
Working knowledge of CRM tools (e.g., Salesforce.com) preferred
Ability to learn and effectively use internal systems, sales tools, and reporting platforms
Skills & Abilities:
Sales & Business Development:
Proven ability or strong potential to be an impactful member of the sales team through achievement of monthly sales and revenue goals
Ability to conduct consultative analyses with customers and provide tailored product and solution recommendations
Capability to develop long-term client relationships that support renewals, upsell, and cross sell opportunities
Experience or comfort driving the sales process by securing and conducting face to face meetings with key decision makers
Networking & Prospecting:
Ability to build an expansive network through persuasive sales calls, customer visits, industry events, and internal referrals
Comfort with cold calling and initiating contact with new prospects
Communication & Professionalism:
Effective written and spoken English communication skills with all levels of customer and internal stakeholders
Strong presentation and interpersonal skills; able to communicate value propositions clearly and confidently
Organization & Execution:
Strong time management, organizational, and follow up skills
Ability to maintain and update CRM databases with all required customer, contact, and activity information
Proven ability to meet or exceed assigned revenue goals and sales quotas within an assigned set of accounts or territory
Mobility & Territory Coverage:
Ability to customarily and regularly travel within the assigned territory to meet with customers and prospects
Additional Language Skills: Ability to read, write, speak, and understand English required.
Personal Attributes & Other/Preferred:
Related work experience in sales, customer service, or business development is preferred
Valid driver's license and a driving record in good standing
Strong initiative, self-motivation, and resilience in the face of challenges
Ability to provide regular updates and reports to management on account activities, sales forecasts, and client feedback
Professional, goal oriented, and results driven mindset
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 $50,000/year to $60,000/year, however all state and local minimum wages will be complied with, resulting in a possible adjustment to the salary range displayed. This role is also eligible for an annual performance-based incentive target of 100% of base salary and uncapped earning potential. Incentive payouts are based on individual sales results and company performance objectives in accordance with the current terms of the incentive program, which are subject to change. Actual earnings may vary based on performance and business results. 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!
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: 104280
