Account Executive, Inside Sales

The Account Executive position at ODP Business Solutions has a specific focus on increasing existing account penetration through strategic selling initiatives, while also providing efficient servicing to existing revenue.

The associate will initiate and lead sales discussions, leveraging their skills and experience to identify new revenue opportunities within the customer’s business. Building strong relationships with decision-makers and stakeholders is critical, and the associate will ensure customer satisfaction by responding to their needs and initiating necessary sales support.

The role involves selling both office and non-office supply categories and working collaboratively with specialists, as required, to achieve greater category penetration. Additionally, execution of pricing strategies based on appropriate profitability derived from customer profiles and maintaining customer information and data integrity in the ODP Business Solutions’ CRM. Demonstration of thought leadership in developing selling strategies, training coworkers, and implementing sales initiatives that align with the business’s goals.

Primary Responsibilities:

·       Existing account penetration: Responsible for growing share of wallet in customers who have spend with ODP Business Solutions today by selling more of current products, greater range of products, or new category of products into the end customer; responsible for selling both office supply and non-office supply categories, pulling in specialists as needed to support greater category penetration. 

·       Servicing existing revenue: For those customers in territory with current spend, the rep is responsible for servicing the existing revenue, pulling in customer service or sales support as needed to keep customer satisfied and looking to spend more with ODP Business Solutions. This includes bids, contract negotiations, requests for proposals, and re-bidding existing contracts. This also includes ensuring ODP Business Solutions 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.

·       Takes responsibility and ownership for data integrity and accuracy of work products and creative with business planning and implementing sales initiatives. Maintains customer information in ODP Business Solutions’ CRM.

·       Responsible for customer and company requirements and being a thought leader in developing selling strategies and training co-workers.

 

Education & Experience

Level of Formal Education:

•                     High School diploma or equivalent, Bachelors preferred

Area of Study:  

•                     Bachelor’s degree in business, marketing, or a related field (or equivalent experience).

Years of Experience:      

•                     Minimum 3-5 years of experience in related field

Type of Experience:       

•                     Minimum of three (3) years or more of Strategic Account Sales and/or Management experience; Six (6) years preferred with a proven record of exceeding monthly goals at the C-Suite level.

Technical Competencies & Information Systems:              •           

•                     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)

Skills & Abilities:             

•                     Demonstrated successful strategic relationship building and solution selling to the large enterprise customers. Knowledge of industry or market segment relevant to the company’s products and services preferred.

•                     Effective communication and interpersonal skills, with the ability to build rapport and establish trust with customers.

•                     Excellent negotiation and presentation skills.

•                     Actively and consistently support all efforts to simplify and enhance the customer experience.

•                     Develop and implement market strategies to retain and acquire business.

•                     Some negotiations facilitated by the AE may include large clients with property interests in multiple states.

•                     Maintains and updates databases with all required customer information in CRM

•                     Results-oriented mindset with a history of meeting or exceeding sales targets.

•                     Ability to work independently and as part of a team in a dynamic, fast-paced environment.

Language Skills:

•                     Ability to read, write, speak,