Regional Sales Manager

About the role

This role is regional and field-based, with local travel across Greater Houston and regular in-office collaboration in our Houston, TX office.

Primary Responsibilities

• Sales Leadership, Talent Management & Team Development: Responsible for 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.
• Retention & Growth Execution: Lead the execution of retention and growth strategies across existing and new accounts, ensuring robust account planning, customer contact strategies, and local executive presence and 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 KPI’s, 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.

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: 5
• Type of Experience: 5+ 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 forecasting, territory planning, and performance analytics
• 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) for pipeline, territory, and performance management
• Proficient in the Microsoft suite of tools (Excel, PowerPoint, Word, Outlook)
• Comfortable using data and reporting tools to analyze performance, identify trends, and inform decision making

Skills & Abilities

• 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: 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

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 salary range for this role is $72,000/year to $125,000/year, however all state and local minimum wages will be complied with, resulting in a possible adjustment to the salary range displayed. 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.