Territory Sales Manager II (San Diego, CA)

About the role

This is a regional, field‑based position covering the greater San Diego, CA area. The role is 100% commission‑based with a non‑recoverable annual draw of $55,000 paid bi‑weekly, plus uncapped quarterly commission tied to margin and IGM performance, yielding an on‑target expected earnings of $110,000 per year. The Territory Sales Manager acquires new mid‑market customers and expands relationships with existing accounts within the assigned geography, targeting organizations with 50–1,000 white‑collar employees and up to $1.5 M in annual purchasing potential. The position requires outside sales activities, relationship building, cold calling, and a minimum of 30 hours per week spent in the field.

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 needs, propose tailored solutions, and drive account penetration and share of wallet.
• New Account Acquisition – Engage in outside sales to identify, prospect, and close new mid‑market customers; 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 to present compelling solutions and secure new business.
• Servicing Existing Revenue – Manage and service current spend within assigned accounts to ensure high customer satisfaction and retention; partner with customer service, sales support, and other internal teams as needed to resolve issues and maintain strong relationships.
• Territory & Data Management – Own 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.
• Sales Leadership & Collaboration – Act as a subject‑matter resource on customer requirements and selling strategies; share best practices, support peer learning, and contribute to training of co‑workers; collaborate with cross‑functional teams to align on account strategies, resolve issues, and drive results.

Requirements

• Level of Formal Education: High school diploma or equivalent; bachelor’s degree preferred.
• Area of Study: Business, Marketing, Sales, or a related field.
• Minimum Years of Experience: 2 years.
• Type of Experience: Demonstrated relationship building, negotiation, and closing skills (via 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 to achieve shared goals.

Qualifications

• 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.

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 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.
• Personal Attributes & Other/Preferred – Related work experience in sales, customer service, or business development preferred; valid driver’s license with a good driving record; strong initiative, self‑motivation, and resilience; ability to provide regular updates and reports to management on account activities, sales forecasts, and client feedback; professional, goal‑oriented, and results‑driven mindset.

Benefits

The company offers a competitive benefits package that includes a 401(k) plan and other benefits, along with ample opportunities to move and grow within the organization. Employees may be eligible to participate in an incentive program paid in accordance with the Incentive Plan terms and conditions.

Pay

The role provides a non‑recoverable annual draw of $55,000 (paid bi‑weekly) plus uncapped quarterly commission based on margin and IGM performance, with an on‑target expected earnings of $110,000 per year.

Schedule

Expectation of a minimum of 30 hours per week spent outside of the office working in the designated territory, with regular travel required to meet customers and prospects within the assigned geography.