Sr. Account Manager, Hospitality - Seattle, WA

Sr. Account Manager, Hospitality

The Sr. Account Manager, Hospitality is responsible for driving growth and retention within the hospitality sector, with a focus on acquiring new customers and expanding our presence in the Operating Supplies & Equipment (OS&E) market.

This role is centered on building relationships with hospitality clients, introducing them to our complete product portfolio, and increasing share of wallet through cross-selling and upselling.

The associate will travel within their assigned territory to prospect, sell, and service hospitality accounts, ensuring customer satisfaction and long-term partnership. Travel to customers is anticipated to be a minimum of 60% time.

Collaboration with product specialists and internal teams is essential to maximize category penetration and deliver tailored solutions to hospitality clients. The role also includes executing pricing strategies based on customer profiles and maintaining accurate customer data in the ODP CRM.

Thought leadership in developing hospitality-focused selling strategies, training coworkers, and implementing sales initiatives is expected. This position requires regular travel within the assigned territory to meet with hospitality customers and drive business growth.

Primary Responsibilities:

• New Customer Acquisition & Account Growth:
• Proactively prospect and acquire new hospitality customers within the assigned territory, with a strong emphasis on the OS&E market. This includes "knocking on doors," networking, and building a customer base from the ground up.
• Introduce and sell a broad range of OS&E products and solutions; identify opportunities for add-ons and expanded service offerings.
• Collaborate with specialists to support greater category penetration.
• Travel regularly within the assigned territory to meet with prospective customers and make sales with little or no supervision.
• Existing Account Penetration & Revenue Growth:
• Grow share of wallet with existing hospitality accounts by selling additional OS&E products, expanding into new categories, and deepening relationships with current customers.
• Understand each property's unique needs and present tailored solutions to increase spend and loyalty.
• Travel to meet with customers, conduct business reviews, and identify new growth opportunities.
• Servicing Existing Revenue:
• Service and retain revenue from current hospitality customers.
• Manage bids, quotes, and proposals in coordination with customers and ODP operational support teams.
• Ensure customer satisfaction by coordinating with customer service and sales support as needed, and execute pricing strategies and tactics that align with customer profiles and business requirements.
• Travel regularly to customer sites to maintain and grow these relationships.
• Data Integrity & Sales Initiatives:
• Take responsibility and ownership for data integrity and accuracy of work products; demonstrate creativity in business planning and implementing hospitality-focused sales initiatives.
• Maintain customer information and customer interaction history in ODP CRM.
• Thought Leadership & Collaboration:
• Act as a thought leader in developing hospitality selling strategies and training co-workers.
• Share best practices and insights to help the team succeed in the hospitality and OS&E market.
• Adhere to all company policies, procedures, and ethical standards. Perform other duties as assigned.

Education and Experience:

• Level of Formal Education: Bachelor's degree or equivalent experience
• Area of Study: Business, Hospitality Management, Marketing, or a related field (or equivalent experience)
• Minimum Years of Experience: 4
• Type of Experience:
• At least 4 years outside sales experience with at least 1 year of hospitality OS&E experience.
• Demonstrated success in B2B field sales to large enterprise accounts within the hospitality industry (e.g., hotels, resorts, property management companies, or hospitality suppliers).
• Track record of new customer acquisition and account growth.
• Strong hunter mentality with a focus on acquiring new hospitality customers, as well as negotiating new, renewed, or amended contracts with existing hospitality clients.
• Exceptional presentation skills, with the ability to develop and deliver customer-centric proposals that highlight the features and benefits of OS&E products and solutions tailored to hospitality clients.
• Experience conducting complex, mutually beneficial contract negotiations and strategic conversations with key decision makers in the hospitality sector.
• Special Certifications: Must possess a valid driver's license and maintain a safe driving record.
• Technical Competencies & Information Systems:
• Proficient in the Microsoft suite of tools
• Proficient in maintaining and updating customer information in CRM systems, ensuring data integrity for hospitality accounts, experience with Salesforce preferred.
• Skills & Abilities:
• Ability to efficiently manage multiple priorities and work effectively within required deadlines in a fast-paced hospitality sales environment.
• Demonstrated ability to quickly learn and apply new information, products, and processes, and to collaborate effectively within a team-oriented hospitality sales environment.
• Aptitude to learn the full suite of OS&E products and solutions, as well as the ODP sales methodology.
• Ability to manage and foster change within hospitality accounts and adapt to evolving customer needs and market trends.
• Willingness and ability to regularly travel within the assigned territory to meet with hospitality customers and prospects.
• Additional Language Skills: Spanish proficiency is a plus.
• Personal Attributes & Other/Preferred: Open to feedback and coaching, while demonstrating initiative and an entrepreneurial approach to growing the hospitality business.