Managing Director, Sales & Local Operations (Seattle, WA)

The Managing Director, Sales and Local Operations is a high-impact leadership role where you will build and lead a local outside sales team in the Seattle market. Responsibilities include hiring, training, coaching, and mentoring sales professionals focused on new business and growth within existing accounts, as well as driving strategy and execution for a key growth market for ODP Business Solutions. This role is regional and field-based, with local travel across greater Seattle and regular in-office collaboration in our Kent, WA office.

About the role

This role provides strategic leadership for a field sales organization responsible for earning, retaining, and expanding business across an assigned geography of customers in the Seattle market. The Director sets the commercial strategy for the territory, operationalizes go-to-market plans, and ensures consistent, disciplined execution in the field. A highly visible, hands-on leader, this role spends most of the time in market alongside Territory Sales Managers, coaching in real time, strengthening key customer relationships, and driving strategic initiatives that support long-term, sustainable growth.

Responsibilities

• Sales Leadership, Talent Management & Team Development: Provide strategic leadership, direction, and day-to-day management for a team of field sales professionals. Recruit, develop, mentor, and retain top sales talent; set clear expectations and performance standards; and foster a culture of accountability, high performance, and continuous improvement. Deliver ongoing coaching, ride-alongs, and formal development plans to elevate sales capabilities and individual and team effectiveness.
• Market Strategy, Retention & Growth Execution: Own the local go-to-market strategy for assigned geography(s), including territory design, coverage models, and prioritization of high-value opportunities. Lead the execution of retention and growth strategies across existing and new accounts, ensuring robust account planning, customer contact strategies, and local executive presence with strong customer engagement. Partner with Marketing, Operations, Product, and other stakeholders to align programs, campaigns, and solutions to local market needs and growth objectives.
• Revenue, Profitability & Performance Management: Drive achievement of sales, margin, and profitability targets for the local market. Establish and manage performance KPIs, forecasts, and reviews to track progress against goals, identify risks, and drive timely course corrections. Ensure disciplined pipeline management, accurate forecasting, and adherence to pricing policies and budget parameters while balancing growth, profitability, and customer experience.

Requirements

• 8+ years of progressive experience in B2B field sales, account management, or sales leadership, with at least 2+ years leading sales teams focused on retention and growth.
• Proven success leading in multi-channel or multi-segment environments (e.g., private and/or public sector).
• Deep understanding of B2B contract sales models, particularly in office products, furniture, facilities, or technology solutions.
• Demonstrated ability to navigate complex procurement and RFP environments in both private and public sector accounts.
• Familiarity with strategic sourcing practices, supply chain dynamics, and category management within the office products or similar distribution-driven industries.
• Strong knowledge of distribution channels, vendor partnerships, and rebate/incentive programs in a B2B environment.
• Experience managing mid-market client portfolios across sectors such as corporate, education, healthcare, and government.
• Experience in P&L management, forecasting, territory planning, and performance analytics.

Qualifications

• Education: Bachelor's degree in Business, Marketing, or a related field, or equivalent experience.
• Technical Competencies:
  • Highly proficient with CRM tools (e.g., Salesforce or equivalent) for pipeline, territory, and performance management.
  • Proficient in Microsoft Office tools (Excel, PowerPoint, Word, Outlook).
  • Comfortable using data and reporting tools to analyze performance, identify trends, and inform decision-making.
• Preferred Certifications: Sales leadership or coaching certifications (e.g., Certified Sales Leader, Sandler Sales Certification).

Skills

• Leadership & Coaching: Strong leadership and people management capabilities with a track record of building, motivating, and retaining high-performing sales teams. Skilled at coaching in the field, modeling best-in-class sales behaviors, and developing frontline sellers and emerging leaders.
• Strategic & Commercial Acumen: Strategic thinker able to translate corporate vision into clear, actionable local market strategies and sales plans. Deep understanding of sales processes, contract structures, pricing models, and long-term retention strategies.
• Influence & Communication: Excellent communication, negotiation, and influencing skills at all organizational levels, including with senior executives and key external stakeholders. Ability to reconcile and align the perspectives of Sales, Operations, Marketing, and other functions to drive common outcomes.
• Operational Excellence & Execution: Proven ability to manage competing priorities and operate effectively in a matrixed environment. Strong discipline around pipeline management, forecasting, performance reviews, and operational rigor in the field.
• Additional Language Skills: Excellent verbal, written communication skills, and strong presentation skills.

About the Company

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.

Pay

The salary range for this role is $104,000/year to $178,000/year. All state and local minimum wages will be complied with, resulting in a possible adjustment to the salary range displayed. You may be eligible to participate in an incentive program, paid in accordance with the Incentive Plan terms and conditions.

Benefits

The company offers competitive salaries, a benefits package which includes a 401(k), and plenty of opportunities to move and grow within the organization.