Office Depot Technology- Solutions Development Manager in Fremont, California
Territory: Bakersfield to Fremont
Solicits, sells and implements OD products Technology services to the mid to large size market through joint sales activities with the BSD field sales force. Target markets through direct outside sales with customers that typically have between 250 and 1000 white-collar workers in multiple locations across multiple Districts or Regions. Will work with multiple individuals with the authority to make the purchasing decision residing in multiple locations. SME for OD's Technology offerings and is focused on supporting the sales team's efforts, working with customers and prospects to introduce Technology, increasing sales volumes, expanding the Technology market share, and delivering margins outlined by management.
High school diploma or GED (Bachelor's Degree Preferred)
Two to four years experience and/or training
Strong sales skills
Complete navigation skills and functional capabilities of Office Depot e-Commerce web site.
Working knowledge of Office Depot e-Commerce and Electronic Billing capabilities.
PC knowledge and capabilities (MS Office)
Use of SOLAR (or other similar Customer Relationship Management tool) for data input and extraction of pertinent information
An in depth understanding and thorough knowledge of the products and services offered by Office Depot as well as those offered by the competition.
Must demonstrate an understanding of the industry, the current trends, and leverage that information to the benefit of Office Depot and the customer.
Understanding of the customer relationship process, buying cycle and a demonstrated record of mid to senior level customer contacts
Thorough grasp of professional and consultative selling skills to include a history of successful contract negotiations. The close cycle ranges from a "one call close" to multiple calls over many months
Experience with, and an understanding of, the other departments in Office Depot and the roles they can play in providing strategic solutions for the customer.
Engages in sales activities outside of the office, face-to-face, including, but not limited to, creating relationships with non-Office Depot decision influencers, decision makers, end users, current buyers and new prospects within an organization to develop a clear, complete understanding of their Technology business issues and needs. These relationships typically occur at the department head or vice president level. Sales activities also include selling to existing Office Depot customers a further and deeper range of products and services from Office Depot.
Partners with BSD Sales force to achieve a defined sales quota based on account and territory potential. Conduct joint customer sales calls with BSD Sales team to present and develop technology opportunities. Identify, prospect and close new customers for Technology.
Ensures Office Depot 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. Also, liaise with other TDM's to ensure a coordinated effort of prospecting and acquisition resources. This will require the development and execution of sales engagement strategies. Directs account sales strategies as they relate to technology offerings. Designs optimal product/service mix to match essential buying criteria
Direct Technology assessments, proposal development and RFP responses including overall account acquisition strategy. Monitor and report on the pipeline for Technology opportunities.
Train and enable BSD Sales force to identify, qualify, close and implement basic Technology opportunities, including strategies to retain existing toner and technology customers (example Automatic Toner Replenishment). Establish objectives and results metrics at Rep/Manager level and drive performance
Maintain a high level of industry, technology and competitive expertise
Build business & customer relationships, regardless of the prospects' contractual status, by proactively creating an awareness and presence with non-Office Depot customers and insuring that prospective customers are familiarized with Office Depot's expertise in Managed Print Services and Technology
Enter and maintain customer information in Office Depot's CRM system (SFDC) and Contract Strategy dashboard on a regular basis and in a timely fashion. Creates business plans, sales presentations and support strategic customer solutions. Involves administrative maintenance and invoicing issues as necessary. Coordinates with merchandising and vendors regarding strategic assortment and pricing
Performs in a subject matter expert point of view regarding programs, technology and product knowledge, information to assist in the development of customer pricing to achieve acceptable levels of profitability
Pay, Benefits and Work Schedule:
Office Depot offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunity to move and grow within our organization! For immediate consideration for this exciting position, please click the Apply Now button.
Equal Employment Opportunity:
Office Depot 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, genetic information, protected veteran status, gender identify or expression, sexual orientation or any other characteristic protected by law.