Territory Sales Manager

About the role

This is a regional, field-based position with local travel across the greater Denver area and regular in-office collaboration in our Denver, CO office. The Territory Sales Manager is responsible for acquiring new mid-market customers and expanding relationships with existing accounts within the assigned geography, focusing on outside sales to organizations with approximately 50–1,000 white-collar employees. The role 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.

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 and ODP’s strategic pricing strategy to present compelling solutions and secure new business. This role requires a minimum of 30 hours per week outside of the office, 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 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.

Requirements

• High School diploma or equivalent; Bachelor’s degree in Business, Marketing, Sales, or a related field preferred.
• Minimum of 2 years of experience demonstrating relationship building, negotiation, and closing skills (through work experience, internships, or other relevant activities).
• Experience or 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.
• Proficient in Microsoft Office (Word, Excel, PowerPoint).
• Working knowledge of CRM tools (e.g., Salesforce.com) preferred.
• Ability to learn and effectively use internal systems, sales tools, and reporting platforms.
• Valid driver’s license and a driving record in good standing.

Skills & Abilities

• Sales & Business Development: Proven ability or strong potential to achieve 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 supporting 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 customer 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.

Benefits

• Competitive salaries and a benefits package, including a 401(k).
• Opportunities for career growth and advancement within the organization.

Pay

The salary range for this role is $45,000/year to $55,000/year, with compliance to all state and local minimum wages. This role is 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.