Managing Director, Sales & Local Operations

Managing Director, Sales and Local Operations

The Managing Director, Sales and Local Operations provides strategic leadership for a field sales organization responsible for earning, retaining, and expanding business across an assigned geography of customers in the assigned local market(s). This role is accountable for building and leading a high performing customer centric sales team that deliver profitable growth, deepen client relationships, and differentiate ODP Business in the local 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.

Primary Responsibilities:

• Sales Leadership, Talent Management & Team Development: Responsible for 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 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: 8
• Type of Experience:
  • 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
• 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:
    • 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
• Personal Attributes & Other/Preferred:
  • Results oriented and customer obsessed, with a strong focus on measurable outcomes and long-term relationships
  • Decisive, adaptable, and resilient in a dynamic, competitive market environment
  • High integrity, accountability, and a strong sense of ownership for both results and culture
  • Collaborative and relationship driven, with a clear bias for action and problem solving
  • Self-starter who thrives on developing people, elevating team capability, and driving sustained performance improvement

About The ODP Corporation : The ODP Corporation is a leading provider of products and services 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. Through its operating companies Office Depot, LLC and ODP Business Solutions, LLC; The ODP Corporation empowers every business, professional, and consumer to achieve more every day.

Disclaimer : The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of associates so classified. Other duties may be assigned.

Pay, Benefits & Work Schedule: The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunity to move and grow within our organization! You will 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 City & County of San Francisco Fair Chance Ordinance.