Senior Account Manager, Hospitality

Overview

The Sr. Account Manager, Hospitality is responsible for driving growth and retention within the hospitality sector, with a focus on acquiring new customers and expanding our presence in the Operating Supplies & Equipment (OS&E) market.

This role is centered on building relationships with hospitality clients, introducing them to our complete product portfolio, and increasing share of wallet through cross-selling and upselling. The associate will travel within their assigned territory to prospect, sell, and service hospitality accounts, ensuring customer satisfaction and long-term partnership. Travel to customers is anticipated to be a minimum of 60% time.

Collaboration with product specialists and internal teams is essential to maximize category penetration and deliver tailored solutions to hospitality clients. The role also includes executing pricing strategies based on customer profiles and maintaining accurate customer data in the ODP CRM. Thought leadership in developing hospitality-focused selling strategies, training coworkers, and implementing sales initiatives is expected. This position requires regular travel within the assigned territory to meet with hospitality customers and drive business growth.

Primary Responsibilities:

New Customer Acquisition & Account Growth:

Proactively prospect and acquire new hospitality customers within the assigned territory, with a strong emphasis on the OS&E market. This includes "knocking on doors," networking, and building a customer base from the ground up.

Introduce and sell a broad range of OS&E products and solutions; identify opportunities for add-ons and expanded service offerings.

Collaborate with specialists to support greater category penetration.

Travel regularly within the assigned territory to meet with prospective customers and make sales with little or no supervision.

Existing Account Penetration & Revenue Growth:

Grow share of wallet with existing hospitality accounts by selling additional OS&E products, expanding into new categories, and deepening relationships with current customers.

Understand each property's unique needs and present tailored solutions to increase spend and loyalty.

Travel to meet with customers, conduct business reviews, and identify new growth opportunities.

Servicing Existing Revenue:

Service and retain revenue from current hospitality customers.

Manage bids, quotes, and proposals in coordination with customers and ODP operational support teams.

Ensure customer satisfaction by coordinating with customer service and sales support as needed, and execute pricing strategies and tactics that align with customer profiles and business requirements.

Travel regularly to customer sites to maintain and grow these relationships.

Data Integrity & Sales Initiatives:

Take responsibility and ownership for data integrity and accuracy of work products; demonstrate creativity in business planning and implementing hospitality-focused sales initiatives.

Maintain customer information and customer interaction history in ODP CRM.

Thought Leadership & Collaboration:

Act as a thought leader in developing hospitality selling strategies and training co-workers.

Share best practices and insights to help the team succeed in the hospitality and OS&E market.

Adhere to all company policies, procedures, and ethical standards. • Perform other duties as assigned.

Education and Experience:

Level of Formal Education: Bachelor's degree or equivalent experience

Area of Study: Business, Hospitality Management, Marketing, or a related field (or equivalent experience)

Minimum Years of Experience: 4

Type of Experience:

At least 4 years outside sales experience with at least 1 year of hospitality OS&E experience.

Demonstrated success in B2B field sales to large enterprise accounts within the hospitality industry (e.g., hotels, resorts, property management companies, or hospitality suppliers).

Track record of new customer acquisition and account growth.

Strong hunter mentality with a focus on acquiring new hospitality customers, as well as negotiating new, renewed, or amended contracts with existing hospitality clients.

Exceptional presentation skills, with the ability to develop and deliver customer-centric proposals that highlight the features and benefits of OS&E products and solutions tailored to hospitality clients.

Experience conducting complex, mutually beneficial contract negotiations and strategic conversations with key decision makers in the hospitality sector.

Special Certifications: Must possess a valid driver’s license and maintain a safe driving record.

Technical Competencies & Information Systems:

Proficient in the Microsoft suite of tools

Proficient in maintaining and updating customer information in CRM systems, ensuring data integrity for hospitality accounts, experience with Salesforce preferred.

Skills & Abilities:

Ability to efficiently manage multiple priorities and work effectively within required deadlines in a fast-paced hospitality sales environment.

Demonstrated ability to quickly learn and apply new information, products, and processes, and to collaborate effectively within a team-oriented hospitality sales environment.

Aptitude to learn the full suite of OS&E products and solutions, as well as the ODP sales methodology.

Ability to manage and foster change within hospitality accounts and adapt to evolving customer needs and market trends.

Willingness and ability to regularly travel within the assigned territory to meet with hospitality customers and prospects.

Additional Language Skills: Spanish proficiency is a plus.

Personal Attributes & Other/Preferred: Open to feedback and coaching, while demonstrating initiative and an entrepreneurial approach to growing the hospitality business.

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 salary range for this role is $75,000/year to $80,000/year, however all state and local minimum wages will be complied with, resulting in a possible adjustment to the salary range displayed. 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.

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.

Benefits Full-TimeAt ODP Business Solutions, we offer our benefits around the 5 facets of Total Well-Being: Physical, Emotional, Work-Life, Financial, and Community. Here’s a look into what we offer:

Physical:

Medical Insurance/Prescription Drugs

Dental Insurance

Vision Insurance

Flu shots

Emotional:

Mental Health Benefits

Support Programs

Employee Assistance Program (EAP)

Work-Life:

Location Events & Activities

Recognition & Rewards Programs

Flexible Work Schedules

Paid Holidays (as applicable by business unit)

Paid Time Off (Full-Time Associates are eligible to receive up to 128 hours on a prorated basis in their first year of employment)

Paid Parental Bonding

Adoption Reimbursement

Fertility Treatment Discounts

Financial:

401(k) and Roth Savings Plans

Savings Plan Employer Match

Commuter Benefits

FSA/HSA Pre-Tax Benefits

HSA Employer Match

Discount Center

Employee & Dependent Life and Accidental Death & Dismemberment

Short & Long-Term Disability

Medicare Concierge Services

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Community:

Charitable Giving

Volunteering & Mentorship

For more details on the Benefits we offer, please see our US Benefits Guide / Guía de Beneficios

Benefits Part-TimeAt ODP Business Solutions, we offer our benefits around the 5 facets of Total Well-Being: Physical, Emotional, Work-Life, Financial, and Community. Here’s a look into what we offer:

Emotional:

Employee Assistance Programs

Community:

Volunteering & Mentorship

Physical:

Flu Shots

Work-Life:

Part-Time Associates are eligible to receive up to 24 hours of paid time off on a prorated basis after their first year of employment

Financial:

401 (k) and Roth Savings Plans

Savings Plan Employer Match

Discount Center

Medicare Concierge Services

Enjoy more control over your pay schedule with DailyPay