Account Development Manager – Tech
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Job Description
Account Development Manager hunting and expanding B2B technology accounts for ODP Business Solutions. Selling technology solutions, managing CRM data, pricing, forecasts, and customer relationships.
Responsibilities:
- Hunt net-new accounts and increase penetration within existing Technology accounts
- Sell Technology solutions and collaborate with generalists to increase Technology penetration
- Respond to customer service needs and initiate sales support as required
- Execute pricing strategies based on appropriate profitability derived from customer profiles
- Maintain customer information and data integrity in ODP Business Solutions’ CRM
- Develop selling strategies, collaborate with ODP team members, and implement sales initiatives
- Network in person and cold call strategically important customers in high-opportunity markets
- Build relationships with decision influencers, decision makers, and end users
- Expand sales within existing customers without Technology spend using strategic pricing
- Acquire high-potential net-new accounts and sell Technology-specific solutions
- Travel regularly within the assigned territory to meet customers and make sales, with little or no supervision
- Grow share of wallet through new or alternative product offerings
- Analyze historic customer sales and identify add-on opportunities
- Identify margin expansion opportunities
- Manage opportunities and forecast sales
- Review successful customer interactions and lost sales for self-development
- Answer category-specific inquiries from generalist representatives and educate them on Technology
- Coordinate with sales support functions to price and quote
- Perform other duties as assigned
Requirements:
- High School diploma or equivalent education preferred
- Bachelor’s degree in a Business Related Field preferred
- Minimum 3–5 years of experience in a related field
- Three (3) to Five (5) years of Strategic Account Sales experience
- Basic computer skills and ability to use computers and technology to access necessary information
- Proficient in MS Office: Word, Excel, and PowerPoint
- Working knowledge of CRM tools, such as Salesforce.com
- Successful history of B2B selling
- Hunter mindset with existing customers and ability to negotiate new, renewed, or amended contracts
- Strong presentation skills and ability to develop customer-centric solutions and deliver sales proposals
- Ability to multitask and work efficiently and effectively within required deadlines
- Ability to learn quickly, apply knowledge, and work in a team environment
- Aptitude to learn the product portfolio
- Ability to manage and foster change
- Ability to travel within the assigned territory to meet customers
- Ability to maintain and update customer information in CRM databases
- Proficient in reading, writing, speaking, and understanding English
- Strong verbal, written, and interpersonal communication skills
Benefits:
- 401(k)
- Competitive salary
- Incentive program, subject to the Incentive Plan terms and conditions
- Opportunities to move and grow within the organization
- Benefits package
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