Dir, Business Development - National Accounts - Midwest  

A relentless focus on you.
Every company can claim to be a leader. We earn the distinction from those who matter most: our customers. By partnering with our customers, understanding their needs and exceeding their goals, they succeed and so do we. From corporations on Wall Street to homes on Main Street we deliver the unrivaled service and unmatched expertise that gives our customers the edge.

The Business Development Director is responsible for obtaining new, large business. The DBD prospects a limited number of very large key target national accounts and receives a base salary with incentive earned based on sales and margin performance of new accounts. Accounts are transitioned at time of contract to the contract sales force for account implementation, servicing and retention. This is considered OfficeMax's highest-level individual contributor sales representative position.

 

Position Responsibilities

1.    Responsible only for account acquisition. Upon contract signing, the account is assigned to outside sales associates who implement, manage, grow and retain the account.

2.    Performance will be measured ongoing by VP, National Accounts based on progress made through the "sales funnel" process. Average performance expectation is three sales per year. However, fewer sales may be acceptable based on progress made through the "sales funnel" as determined by VP, National Accounts.

1.   Find creative solutions to opening new business.
2.   Initiate the sales process with prospecting, cold calling, and networking, you positively influence high-level decision makers. Has knowledge of how to     qualify prospects and then motivate them to close the deal. Takes action to seize golden opportunities.
3.  Responsible for obtaining new, large business in appointed territory.
4.  Prospect a limited number of very large key accounts and receives a base salary with incentive earned based on sales and margin performance of new   accounts.
5. Demonstrate a commitment to OfficeMax core values.
6. The position responsibilities outlined above are in no way to be construed as all encompassing. Other duties, responsibilities, and qualifications may be required and/or assigned as necessary.

 

Quantitative Dimensions

Ten to twelve prospects are assigned at any one time to the DBD by senior management. Prospects are determined based on business need, not necessarily geography. Each prospect has a projected minimum annual sales of $800,000 and are typically selected from the Fortune 1000. Prospect key contacts are typically at the highest decision-making point in the organization, i.e., CFO. Sales credit is given only for assigned prospects won.

• Bachelor's degree strongly preferred, or equivalent work experience
• Minimum of five years of successful outside sales experience selling to large corporate customers (office products, office furniture, office papers, computer peripherals or transferable industry experience preferred)
• Proven success in developing new business and generating sales leads (70% new business/30% existing) by managing a territory and selling activities
• Expertise in achieving revenue goals and managing a sales territory
• Valid driver's license required
• Minimal overnight travel may be require
• Record of maintaining a sales pipeline to achieve goals and maintain quality customer relationships and gain referrals for new customers
• Unparalleled problem-solving and negotiation finesse
• Relentless customer service to effectively interact with all levels of an organization
• Computer skills utilizing MS Office products, email and other proprietary software
• Tenacious desire to win