Director Business Development- Itasca, IL

The Director Business Development is responsible for obtaining new, large business. The Director Business Development prospects a limited number of very large key target national accounts and receives a base salary with incentive earned based on sales and margin performance of new accounts. Accounts are transitioned at time of contract to the contract sales force for account implementation, servicing and retention. This is considered OfficeMax’s highest-level individual contributor sales representative position.

 

Position Responsibilities
The Director Business Developmentis responsible only for account acquisition. Upon contract signing, the account is assigned to a team of Peak Performance outside sales associates who implement, manage, grow and retain the account. The Peak Performance team assigned can include a NAM, OP and Share representatives, and a DSM. 
Performance will be measured ongoing by Director, National Accounts based on progress made through the “sales funnel” process. Average performance expectation is three sales per year. However, fewer sales may be acceptable based on progress made through the “sales funnel” as determined by Director, National Accounts.
Payments are calculated manually by the Sales Performance Team.
Finds creative solutions to opening new business. 
Initiates the sales process with prospecting, cold calling, and networking, you positively influence high-level decision makers. Has knowledge of how to qualify prospects and then motivate them to close the deal. Takes action to seize golden opportunities.
Responsible for obtaining new, large business in appointed territory. 
The NABDE prospects a limited number of very large key accounts and receives a base salary with incentive earned based on sales and margin performance of new accounts.
Demonstrates a commitment to OfficeMax core values of safety, integrity, process improvement, and customer satisfaction.
The position responsibilities outlined above are in no way to be construed as all encompassing. Other duties, responsibilities, and qualifications may be required and/or assigned as necessary.

Quantitative Dimensions
Ten to twelve prospects are assigned at any one time to the Director Business Development by senior management.  Prospects are determined based on business need, not necessarily geography.  Each prospect has a projected minimum annual sales of $3,000,000 and are typically selected from the Fortune 1000. Prospect key contacts are at the highest decision-making point in the organization, i.e., CFO. Sales credit is given only for assigned prospects won.


Bachelor's degree (strongly preferred)
5+ years of successful outside sales experience selling to large corporate customers (office products, office furniture, office papers, computer peripherals or transferable industry experience preferred)
Proven success in developing new business and generating sales leads (70% new business/30% existing) by managing a territory and selling activities
Expertise in achieving revenue goals and managing a sales territory (valid driver's license required; minimal overnight travel may be required)
Awesome record of maintaining a sales pipeline to achieve goals and maintain quality customer relationships and gain referrals for new customers
Unparalleled problem-solving and negotiation finesse
Relentless customer service to effectively interact with all levels of an organization
Superior PC skills utilizing MS Office products, email, and other proprietary software
Tenacious desire to win