The Territory Sales Manager is responsible for acquiring new mid-market customers and expanding relationships with existing accounts within the assigned geography. This role focuses on outside sales to organizations with approximately 50–1,000 white collar employees, positioning ODP Business products, services, and solutions to maximize account growth and market penetration. The Territory Sales Manager targets companies with up to $1.5M in annual purchasing potential, building strong relationships with key decision makers and influencers through networking, relationship development, and cold calling. The incumbent is expected to consistently drive new partnerships, increase revenue, and contribute to the overall growth of the territory and region.
Compensation:
The anticipated base salary range for this position is $45,000–$50,000. This role is also eligible for an annual performance-based incentive target of 100% of base salary and uncapped earning potential. Incentive payouts are based on individual sales results and company performance objectives in accordance with the current terms of the incentive program, which are subject to change. Actual earnings may vary based on performance and business results.
Work Location:
The role is regional and field-based, with local travel across Greater Atlanta and regular in-office collaboration in our Buford, GA office.
Primary Responsibilities:
- Existing Account Expansion: Spend time in person with existing customers to identify and capture additional revenue opportunities across product categories and services. Conduct consultative discussions to understand evolving customer needs, propose tailored solutions, and drive account penetration and share of wallet.
- New Account Acquisition: Engage in outside sales activities to identify, prospect, and close new mid‑market customers within the assigned territory. Develop relationships with decision makers, influencers, end users, and buyers through in‑person meetings, networking events, and cold‑calling. Leverage customer profiles (e.g., volume, size, service requirements) and ODP’s strategic pricing strategy to present compelling solutions and secure new business. The expectation is that this role spends a minimum of 30 hours per week outside of the office and actively working in the designated territory.
- Servicing Existing Revenue: Manage and service current spend within assigned accounts to ensure high levels of customer satisfaction and retention. Partner with customer service, sales support, and other internal teams as needed to resolve issues, maintain strong relationships, and position ODP as the preferred provider.
- Territory & Data Management: Take ownership of territory planning, business development strategies, and execution of sales initiatives. Maintain accurate, up‑to‑date customer information, activities, and pipeline details in ODP’s CRM to support forecasting, reporting, and account planning. Ensure data integrity and accuracy of all work products.
- Sales Leadership & Collaboration: Act as a subject matter resource on customer requirements and selling strategies. Share best practices, support peer learning, and contribute to the development and training of co‑workers where appropriate. Collaborate with cross‑functional teams to align on account strategies, resolve issues, and drive results.
Qualifications:
Education:
- High school diploma or equivalent required; bachelor’s degree preferred
- Area of study: Business, Marketing, Sales, or a related field
Experience:
- Minimum 2 years of experience
- Demonstrated relationship-building, negotiation, and closing skills (through work experience, internships, or other relevant activities)
- Experience or strong aptitude in consultative selling, needs analysis, and solution recommendation
- Ability to work in a deadline-driven, fast-paced environment, managing multiple priorities and adapting to change
- Experience working in a team environment and collaborating to achieve shared goals
- Related experience in sales, customer service, or business development is preferred
Technical Competencies:
- Proficient in Microsoft Office (Word, Excel, PowerPoint)
- Working knowledge of CRM tools (e.g., Salesforce.com) preferred
- Ability to quickly learn and effectively use internal systems, sales tools, and reporting platforms
Skills & Abilities:
Sales & Business Development
- Proven ability or strong potential to be an impactful member of the sales team through achievement of monthly sales and revenue goals
- Ability to conduct consultative analyses with customers and provide tailored product and solution recommendations
- Capability to develop long-term client relationships that support renewals, upsell, and cross-sell opportunities
- Experience or comfort driving the sales process by securing and conducting face-to-face meetings with key decision makers
Networking & Prospecting
- Ability to build an expansive network through persuasive sales calls, customer visits, industry events, and internal referrals
- Comfort with cold calling and initiating contact with new prospects
Communication & Professionalism
- Effective written and spoken English communication skills with all levels of customers and internal stakeholders
- Strong presentation and interpersonal skills; able to communicate value propositions clearly and confidently
Organization & Execution
- Strong time management, organizational, and follow-up skills
- Ability to maintain and update CRM databases with all required customer, contact, and activity information
- Proven ability to meet or exceed assigned revenue goals and sales quotas within an assigned set of accounts or territory
Mobility & Territory Coverage
- Ability to customarily and regularly travel within the assigned territory to meet with customers and prospects
Personal Attributes & Other Requirements:
- Ability to read, write, speak, and understand English required
- Valid driver’s license and a driving record in good standing
- Strong initiative, self-motivation, and resilience in the face of challenges
- Ability to provide regular updates and reports to management on account activities, sales forecasts, and client feedback
- Professional, goal-oriented, and results-driven mindset
Pay: $45,000.00 - $50,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Health insurance
- Health savings account
- Paid time off
- Paid training
- Parental leave
- Vision insurance
Application Question(s):
- Are you available to travel locally within your assigned territory 80% of the time?
- Are you comfortable with a base salary within the range of $45,000–$50,000?
- Will you be able to reliably commute to Buford, GA on in office days which will be 20% of the time/one day per week?
Work Location: On the road
