Senior Manager, Contract Sales

The Sr. Program Manager is responsible for creating and managing contracts that are used by all aspects of ODP Business Solutions organization including Public Sector Cooperative Agreements, Healthcare GPO agreements and Private Sector GPO Agreements, ensuring compliance to legal agreements and handling various associates tasks such as RFP responses, contracting, pricing management, and contract extensions. They collaborate with the selling team to build new business, maintain existing revenue, and address escalated service issues and retention efforts. They also analyze market opportunities, report competitive activity, and participate in customer meetings and business reviews. Additionally, they provide training on ODPBS, GPO, and cooperative contracts, create marketing materials, and maintain key communication portals.

 

Primary Responsibilities:

• Create and manage Public Cooperative Agreements and/or Private GPO Agreements and/or Healthcare GPO Agreements. Own RFP responses, contracting (lead agency and end customer when necessary), implementation, pricing management, business reviews, contract extensions, new solicitations, rebate validation and coordination, audit coordination, and support for Federation partners with programs where applicable.
• Responsible for compliance to legal agreement (pricing, rebates, admin fees, marketing, etc.).
• Create and lead strategic, collaborative actions to assist selling team to build new business, maintain and grow existing revenue within assigned territories, including escalated service issues & retention efforts.
• Attend key customer meetings and collaborate with field, ISO, and Federation reps to prepare customer strategy and sales presentation for meetings.   
• Participate in joint sales calls with field, ISO, and Federation sales reps and serve as a conduit for all sales and contract compliance teams to ensure contract is executed properly.
• Analyze market opportunities and deployment strategies for field sales management & field sales.
• Report & share significant competitive activity.
• Participate in quarterly business reviews with customers, field & field management as appropriate.
• Conduct training on ODPBS, GPO, and cooperative contracts and public sector for field, ISO, and Federation representatives.
• Work with teams to create tools and conduct training internally and externally (new hire training, program training, public sector training, tool creation, etc. 
• Create marketing materials for field and cooperative marketing partners.
• Work with cooperative marketing partner to ensure all resources are being adequately utilized (marketing, online resources, sales resources), attend appropriate public sector conferences and tradeshows, gain and share knowledge including competitive intelligence (may require limited weekend travel/participation).  Tradeshow strategy and coordination with marketing.
• Ongoing maintenance of assets in key communication portals: SFDC & Sales Communication Portal.
• Other duties as assigned.

 

Education and Experience:

• Level of Formal Education: Bachelor's degree or equivalent experience
• Area of Study: Marketing, Business, Sales
• Years of Experience: Minimum 5-7 years of experience in related field
• Type of Experience:
  • Outside Sales Experience
  • High Level Selling and Key Relationship Management
  • Public and Private Sector Sales/Procurement Experience a plus
• Technical Competencies & Information Systems:             
  • Strong Microsoft Outlook, Word, Excel, Teams and PowerPoint skills
  • Salesforce
  • Orion
  • Highspot
  • SharePoint Portal Utilization
  • Regular and effective use of communication tools, such as voice mail, e-mail, PC-based products such as Word, Excel, Projects, PowerPoint, SalesForce, etc.
• Skills & Abilities:             
  • Demonstrated knowledge and success in selling at C level.
  • Strong selling and negotiation skills
  • Strong margin management experience
  • Demonstrated success in managing by influence. 
  • Demonstrated success selling within assigned contract group.
  • Strong analytical, oral, written and presentation skills.
  • Excellent planning, time management, communication, decision-making, presentation, and organization skills
  • Proven ability to perform effectively in a fast-paced, high-growth, rapidly-changing environment
  • Proven ability to develop and maintain effective internal and external business relationships with various levels of management; prior experience working with, and or coordinating the efforts of multiple parties
• Language Skills: Ability to read, write, speak, and understand English.
• Personal Attributes & Other/Preferred:
  • Must be personable and presentable at all times
  • Must be a self-starter and able to make own decisions in timely manner.
  • Able to take direction well and execute efficiently and effectively.
  • Flexible with respect to change initiatives
  • Positive and Engaging
  • Demonstrated success with operating in a highly ambiguous environment with constant change.
  • Integrity, Accountability & Trust
  • Demonstrate passion for the brand, products, services and solutions offered to our customers
  • Must possess a desire to continually develop skills and product knowledge
  • Mange by Influence
  • Attention to Detail
  • Business Acumen
  • Customer Focus
  • Drive for Results
  • Time Management
  • Interpersonal Savvy
  • Public Sector Knowledge and Experience

 

 

About The ODP Corporation: The ODP Corporation (NASDAQ:ODP) is a leading provider of products and services 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. Through its operating companies Office Depot, LLC; ODP Business Solutions, LLC; and Veyer, LLC, The ODP Corporation empowers every business, professional, and consumer to achieve more every day. 

 

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of associates 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 opportunity to move and grow within our organization! For immediate consideration for this exciting position, please click the Apply Now button. 

 

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. 

 

Application Deadline: The job posting will remain open for a minimum of 3 days and will expire once the position has been filled. 

 

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 City & County of San Francisco Fair Chance Ordinance.