Sr. Business Development Manager, Inside Sales (Tech)

The ODP Corporation - Austin, TX

Full-time - Mid Level

Remote - Austin, TX

Sporting Goods, Hobby, Musical Instrument, Book, and Miscellaneous Retailers

About the position

The Sr. Inside Sales Business Development Manager (Tech) at ODP Corporation is a pivotal role focused on acquiring new high-potential Tech accounts. This position requires the individual to establish and nurture relationships with decision influencers, decision makers, and current buyers within organizations that are not currently utilizing ODP Business Solutions. The primary sales activities include cold-calling, networking, and relationship building, all aimed at soliciting orders and making sales for contracts from customers. The role emphasizes the acquisition of net-new high potential Tech accounts, which is essential for generating long-term profitability and revenue for the company. In addition to acquiring new accounts, the Sr. Inside Sales Business Development Manager is tasked with growing the share of wallet within existing customers. This involves understanding and fulfilling their needs to ensure customer satisfaction. The role also requires maintaining data integrity and accuracy in work products, engaging in creative business planning, and developing effective selling strategies. The ideal candidate will possess strong analytical skills, multitasking abilities, and a commitment to high levels of customer satisfaction. They should be strategic thinkers with excellent communication and negotiation skills, capable of collaborating effectively with other teams within the organization. The position is hybrid, requiring both in-office and remote work, with the expectation that the associate will work in-office as necessary. The role also involves maintaining accurate records in the company's CRM system and a commitment to continuous learning and skill enhancement to become a thought leader in the field.

Responsibilities

• Focus on networking & cold calling customers with lower addressable spend in Tech.
• 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 Tech.
• Expand sales within existing customers without Tech spend by presenting a portfolio of Tech-specific products using a strategic pricing strategy.
• Generate long-term profitability and revenue for ODP Business Solutions through the acquisition of net-new high potential accounts by selling them a portfolio of Tech-specific products.
• Conduct customer research to become familiar with main points of contact on the customer side and develop relationships 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.
• 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 representatives 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 and respond to customer inquiries (e.g., fulfillment related, order related).

Requirements

• High School diploma or equivalent; Bachelor's in a business-related field preferred.
• Minimum 5-7 years of experience in a 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).
• Effective written and spoken English communication skills with all levels of the organization.

Nice-to-haves

• Experience in the Tech industry.
• Familiarity with sales incentive programs.
• Previous experience in a hybrid work environment.

Benefits

• Competitive salaries
• 401(k) plan
• Sales Incentive program based on Sales/Margin metrics
• Opportunities for career growth within the organization