Business Development Manager, CBFS
2 weeks ago
The Business Development Manager, Cleaning, Breakroom, and Facility Solutions (BDM (CBFS)) will be focused on the acquisition of net-new high potential CBFS Accounts to generate long-term profitability and revenue. The BDM (CBFS) will be responsible for acquiring new high potential CBFS accounts for ODP Business Solutions by creating relationships with non-ODP Business Solutions decision influencers, decision makers, and current buyers within an organization through various in-person sales activities including networking, relationship building, and cold-calling. Sales expansion within existing customers is also a priority, achieved by presenting a targeted portfolio of CBFS solutions and implementing strategic pricing.
The BDM (CBFS) is responsible for conducting customer research, assessing existing customers, and identifying opportunities for sales growth as well as developing proposals and ensuring smooth transitions with internal sales and support teams.
The associate should have prior experience in sales, possess strong analytical skills, and have the ability to multitask while maintaining a high level of customer satisfaction. They will be a strategic thinker, possess excellent communication and negotiation skills, and collaborate well with other teams within ODP Business Solutions. They will need to maintain accurate records of their customers in the company's CRM and be committed to continually learning and upgrading their knowledge and skills to become a thought leader and influencer in their role. This role will require that the employee customarily and regularly travel within the assigned territory away from his or her regular place of business (e.g., home or business office) to meet with customers and make sales.
Primary Responsibilities:
- Focus on in-person networking and cold calling most strategically important customers in markets with highest upside opportunity where a field presence is necessary to win.
- Partner with generalist account owners and create relationships with key decision influencers, decision makers, and end users either within prospective customers or existing customers with no spend within CBFS.
- Expand sales within existing customers without CBFS spend by presenting a portfolio of CBFS-specific solutions using a strategic pricing strategy.
- Generate long-term profitability and revenue for ODP Business Solutions through acquisition of net-new high potential accounts by selling them portfolio of CBFS-specific solutions. This will require the employee to customarily and regularly travel within the assigned territory away from his or her regular place of business (e.g., home or business office) to meet with customers and make sales, with little or no supervision.
- Conduct customer research to become familiar with main points of contact on customer side and develop relationship further (including liaising with primary account owners to learn more about the customer to minimize yield loss in doing research).
- Assess existing customers within sector & geography to identify potential new customers and develop sales opportunities.
- Actively participate in management & internal meetings to strategize selling tactics, including proactively managing opportunities & forecasting sales for prospective customers.
- Coordinate with generalist account owners to minimize yield loss and identify opportunities with existing customers.
- Allocate time for review & reflection on successful and lost sales for self-development and improvement.
- Assist in training new CBFS field Hunter BDMs to create a stronger broader workforce.
- Coordinate with relevant ODP Business Solutions sales support functions to price and quote.
- Develop proposals for potential new sales.
- Track individual sales targets and compensation to recognize when to push for new sales.
- Liaise with internal support rep to ensure smooth handoffs of maintenance activities.
- Communicate transaction & customer details with support CBFS rep, including potential additional products for increased sales within CBFS.
- High School diploma or equivalent, Bachelors I business or related field preferred.
- Minimum 5-7 years of experience in related field.
- 5 or more years of B2B sales experience as a proven top performer exceeding revenue goals; 7 years of experience preferred.
- Solid relationship building, negotiation and closing skills.
- Ability to efficiently conduct a consultative analysis and provide recommendations.
- Deadline-driven with the ability to multi-task and manage change within a fast-paced environment.
- Adaptive learner with the ability to apply knowledge and thrive in a team environment.
- Basic computer skills and the ability to use computers and technology for information, and to access information necessary to complete the job.
- Proficient in MS Office - Word, Excel, PowerPoint •Working knowledge of CRM tools (i.e., Salesforce.com)
- Be an impactful member of the sales team through the achievement of monthly sales and revenue goals.
- Consult with former clients to cultivate new opportunities and develop tailored product solutions highlighting product benefits.
- Develop long-term client relationships to support renewals and upsell opportunities.
- Drive the sales process by coordinating face-to-face meetings with key decision makers.
- Build an expansive network through persuasive sales calls, company visits, industry events, and peers.
- Effective written and spoken English communication skills with all levels of the organization.
- Maintains and updates databases with all required customer information in CRM.
- Meet or exceed assigned revenue goals and sales quotas within assigned module of accounts.
- Ability to customarily and regularly travel to and from assigned territory to meet with the customers.
- Ability to read, write, speak and understand English.
- Must possess a valid driver license.
- Provide regular updates and reports to management on account activities, sales forecasts, and client feedback.
About The ODP Corporation
The ODP Corporation (NASDAQ:ODP) is a leading provider of products and services through an integrated business-to-business (B2B) distribution platform and omnichannel presence, which includes world-class supply chain and distribution operations, dedicated sales professionals, a B2B digital procurement solution, online presence, and a network of Office Depot and OfficeMax retail stores. Through its operating companies Office Depot, LLC; ODP Business Solutions, LLC; Veyer, LLC; and Varis, LLC, The ODP Corporation empowers every business, professional, and consumer to achieve more every day.
Disclaimer
The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of associates so classified. Other duties may be assigned.
Pay, Benefits & Work Schedule
The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunity to move and grow within our organization You will be eligible to participate in the ODP Business Solutions Sales Incentive - a program measured on Sales/Margin metrics; paid in accordance with the Incentive Plan terms and conditions. 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.
Application Deadline
The job posting will remain open for a minimum of 3 days and will expire once the position has been filled.
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 City & County of San Francisco Fair Chance Ordinance.
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