National Account Manager - Healthcare/Buying Groups/GPO

The National Account Manager position at ODP Business Solutions has two primary objectives: retaining existing business and driving increased profitability across the assigned book of accounts. The role is responsible for protecting and renewing existing revenue through contract renewals, re-bids, and requests for proposals, while executing pricing strategies that improve margin based on customer profile, volume, and service requirements.

A secondary objective is growing share of wallet within existing accounts by selling both office and non-office supply categories — a greater range of current products and new product categories — collaborating with specialists where necessary to achieve greater category penetration.

The role also requires maintenance of customer information and data integrity in the ODP Business Solutions CRM. Thought leadership in developing selling strategies, training coworkers, and implementing sales initiatives are essential to the 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:

· Business retention & profitability: Responsible for retaining and renewing existing revenue for customers in the assigned territory with current spend. This includes bids, contract negotiations, and requests for proposals, and will involve 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, which requires the development and execution of pricing strategies and tactics. Conducts regular business reviews (e.g., quarterly) with customers and internal leadership to track retention, renewal, and profitability performance, and collaborates cross-functionally with pricing, marketing, product, supply chain, and customer success teams to protect and grow the account. 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.

· Account growth / category penetration: Responsible for growing share of wallet in customers who have spend with ODP Business Solutions today by selling more of current products, a greater range of products, or new categories 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. 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.

· Data integrity, analytics & business planning: Takes responsibility and ownership for data integrity and accuracy of work products and is creative with business planning and implementing sales initiatives. Maintains customer information in the ODP Business Solutions CRM. Analyzes account performance, sales data, and market trends to forecast revenue, maintain an accurate pipeline, and prepare business reviews for leadership.

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

Education and Experience:

Level of Formal Education: High School diploma or equivalent, Bachelors preferred

Minimum Years of Experience: 7

Type of Experience: Minimum of seven (7) years or more of Strategic Account Sales and/or Management experience; eight (8) years preferred, with a proven record of exceeding monthly goals at the C-Suite level.

Technical Competencies & Information Systems:

• Proficient in MS Office - Word, Excel, PowerPoint

• Working knowledge of CRM tools (i.e., Salesforce.com)

Skills & Abilities:

• Successful history of B2B selling to large enterprise accounts

• Balance of retention (“farmer”) discipline and hunter mindset to defend, renew, amend, and expand existing contracts

• Strong presentation ability, developing customer-centric solutions and delivering sales proposals on product features and benefits

• Conduct tactful and mutually beneficial complex contract negotiations and conversations with C-Level executives and key decision makers

• Ability to multitask and work efficiently and effectively within required deadlines

• Ability to learn quickly and apply that knowledge, and to work in a team environment

• Aptitude to learn the product suite and the ODP 5C way

• Ability to manage and foster change

• Ability to customarily and regularly travel to and from assigned territory to meet with customers

• Coachable, yet has an entrepreneurial spirit

• Maintain and update databases with all required customer information in CRM

• Meet or exceed assigned revenue goals and sales quotas within assigned module of accounts

• Valid driver license and safe driving record

• Accountable for account retention and contract-renewal-rate targets across the assigned book of business

• Accountable for gross-margin / profitability targets in addition to revenue and sales quotas

• Strong financial and data-analysis skills, including revenue forecasting and account profitability analysis

Additional Language Skills: Ability to read, write, speak, and understand English. Strong verbal, written, and interpersonal communication skills.

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 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! You may be eligible to participate in an incentive program, paid in accordance with the Incentive Plan terms and conditions.

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.