Senior Business Development Manager, Inside Sales (Tech Sales Desk)

The Sr. Inside Sales Business Development Manager (Tech Sales Desk) will be responsible for acquiring new high potential Tech 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 sales activities such as cold-calling, networking, and relationship building. Specifically, the position is responsible for making sales and soliciting orders for contracts from customers. The focus of the role is on the acquisition of net-new high potential Tech accounts, generating long-term profitability and revenue.

 

Additionally, the Sr. Inside Sales Business Development Manager Tech will be responsible for growing share of wallet in existing customers with a focus on fulfilling their needs and keeping them satisfied, as well as being responsible for data integrity and accuracy of work products, creative business planning, and developing selling strategies.  The Sr. Inside Sales Business Development Manager (Tech Sales Desk) will be responsible for managing specific assigned accounts and addressing new requests for Tech related opportunities from Sales Generalists.  This position will contribute to a team (all Tech Sales Desk) goal.

 

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 the company. 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.

 

Primary Responsibilities:

• Focus on networking & cold calling customers with lower addressable spend in Tech.
• Partner with generalist account owners and create relationships key decision influencers, decision makers, and end users either within prospective customers or existing customers with no spend within Tech.
• Expand sales within existing customers without Tech spend by presenting portfolio of Tech-specific 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 Tech-specific products.
• Conduct customer research to become familiar with main points of contact on customer side and develop relationship further (incl. 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.
• 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.
• 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 pooled ISO Tech hunters to create a stronger broader workforce.
• Manage / respond to customer inquiries (e.g., fulfillment related, order related).

 

Education and Experience:

• Level of Formal Education: High School diploma or equivalent, Bachelors preferred
• Area of Study: Bachelor’s degree in a business-related field (preferred)
• Years of Experience: Minimum 5-7 years of experience in related field
• Type of Experience:
  • 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.
• Technical Competencies & Information Systems:             
  • Basic computer skills and the ability to use computers and technology for information, and to access information neces