Director, Enterprise Sales - East

The Director, Enterprise Sales provides strategic leadership and direction to a team of  Account Managers responsible for retaining, growing, and expanding business within a portfolio of strategic  and enterprise customers, including Fortune 500/1000 accounts. This role ensures the  Account Manager team executes effectively across core and adjacent categories (Furniture, Copy & Print, Technology, and Cleaning/Breakroom/Facilities Solutions), drives share-of-wallet growth, and delivers a best-in-class customer experience, including oversight of key service, EDI, and contract activities. The Director partners cross-functionally to align account strategies, pricing, and service delivery with company objectives, leveraging data and market insights to improve retention, profitability, and customer lifetime value. The Director is also responsible for contract oversight and negotiations, territory forecasting, and attending customer QBRs. The ideal candidate is a hands-on, results-driven leader who excels at developing sales talent, shaping go-to-market plans for Enterprise Sales, and delivering sustainable, profitable growth.

Primary Responsibilities:

• Sales Leadership &  Account Manager Team Development

  • Lead, mentor, and coach a team of  Account Managers responsible for enterprise and Enterprise Sales, including Fortune 500/1000 customers. Drive a culture of performance, accountability, customer obsession, and professional growth through regular one-on-ones, joint customer calls, pipeline and forecast reviews, and structured development plans to build a high-performing field sales and account management team.

• Account Strategy, Retention & Growth

  • Define and oversee execution of account strategies that expand share of wallet across core and adjacent categories (Furniture, Copy & Print, Technology, and Cleaning/Breakroom/Facilities Solutions) within existing  and enterprise accounts. Guide  Account Managers on account planning, C-level and key stakeholder engagement, contract renewals, and RFPs to maximize customer value, improve retention, and drive long-term profitable growth.

• Revenue, Profitability & Deal Governance

  • Own sales, margin, and product mix performance across the  account portfolio managed by the  Account Manager team. Monitor KPIs, pipeline health, and forecasting accuracy; set expectations for disciplined sales execution and ensure pricing and contract strategies align with profitability targets. Review and approve proposals within delegated authority and partner with leadership on non-standard pricing and contract requests.

• Service, EDI Oversight & Customer Experience 

  • Provide leadership and oversight for service delivery and operational execution within Enterprise Sales, including order management, issue resolution, and EDI exception handling (e.g., Disney EDI) managed by the Account Managers and supporting teams. Partner with Customer Service, Operations, and IT to ensure consistent, high-quality service, rapid resolution of escalations, and a seamless customer experience across multiple locations and channels.

•  Market Intelligence, Insights & Continuous Improvement

  • Analyze customer, market, and competitive insights across Enterprise Sales to identify growth opportunities, risks, and process improvements. Provide actionable feedback to executive leadership on products, pricing, programs, and go-to-market strategies, and champion continuous improvement in how the Account Manager team sells, services, and manages data (including CRM usage and data integrity).

• Cross-Functional Collaboration & Executive Relationship 

  • Support Partner with key internal stakeholders (Finance, HR, Sales Operations, Pricing, Merchandising, Marketing, Operations, and Customer Service) to remove obstacles, enable Account Manager productivity, and align resources around account priorities. Support and, when appropriate, directly own or co-own C-level and senior executive relationships for top accounts, reinforcing strategic partnerships and addressing high-level escalations.

Education and Experience:

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

• Area of Study: Business, Marketing, or a related field

• Minimum Years of Experience: 10+

•  Type of Experience:        

  • Proven success leading teams that manage multi-location  or enterprise customers, including Fortune 500/1000 accounts.

  • Deep understanding of B2B contract sales models and adjacencies (office products, furniture, facilities, and/or technology solutions).

  • Demonstrated ability to navigate complex procurement, strategic sourcing, and RFP environments across private and/or public sector clients.

  • Experience overseeing large account portfolios where account managers balance selling, servicing, and EDI/order management responsibilities.

  • Skilled in P&L management, pricing oversight, forecasting, and performance analytics for large account portfolios.

• Special Certifications:  Sales leadership or coaching certifications preferred (e.g., Certified Sales Leader, Sandler Sales Certification).

• Technical Competencies & Information Systems:              

  • Highly proficient with CRM tools (e.g., Salesforce or equivalent), including pipeline management, reporting, and data governance.

  • Proficient in the Microsoft suite of tools (Excel, PowerPoint, Word, Teams).

• Skills & Abilities:              

  • Strong leadership and coaching capability to build, motivate, and retain high-performing  Account Manager teams.

  • Strategic thinker able to translate corporate direction into clear account strategies, sales motions, and retention plans for Enterprise Sales.

  • Excellent communication, negotiation, and influencing skills at all organizational levels, including C-suite and senior procurement.

  • Comfortable operating in a matrixed environment and managing competing priorities across sales, service, operations, and support functions.

  • Strong analytical and financial acumen, including understanding of pricing, profitability, and KPI-driven performance management.

• Additional Language Skills: Ability to read, write, and communicate effectively in English.

• Personal Attributes & Other/Preferred:  

  • Results-oriented and customer-obsessed, with a strong focus on long-term relationships and value creation.

  • Decisive, adaptable, and resilient in a dynamic environment; able to lead through change and ambiguity.

  • High integrity and accountability; models ethical behavior and compliance for the  Account Manager team.

  • Collaborative and relationship-driven with a bias for action and continuous improvement.

  • Self-starter who thrives on developing people, driving performance, and working closely with field teams.

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 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. 

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 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. 

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.