Inside Sales, Market Development Representative

The Inside Sales Market Development Representative is a phone- and virtual-based new business development role that generates net-new revenue for Office Depot Business without owning an assigned book of business. This role runs the full sales cycle independently — prospecting, qualifying, presenting, negotiating, and closing.

The coworker proactively prospects through cold calling, supplemented by some warm outreach, to pursue several distinct business objectives: promoting new fleet, product, or service launches into markets where Office Depot Business does not yet have an enhanced Business presence; winning back customers who have left Office Depot Business; and developing markets Office Depot Business intends to enter but does not currently serve.

In new or underdeveloped markets, the incumbent “warms” the local market ahead of a Territory Sales Manager hire — generating early leads, relationships, and pipeline that the incoming Territory Sales Manager can take over and grow once hired.

Success in this role requires a hunter mentality, prior successful sales experience, and the ability to build rapport quickly and move opportunities through the full sales cycle independently, while maintaining accurate CRM data to support pipeline visibility, reporting, and hand-off.

Primary Responsibilities:

· New Customer Acquisition – Full-Cycle Selling: Independently prospect, qualify, present, negotiate, and close new business by phone, email, and virtual meetings, managing the complete sales cycle end-to-end since this role does not own an existing book of business. Apply a hunter mentality and strong cold-calling skills to build a pipeline of net-new customers and convert it into revenue-producing accounts.

· Targeted Outbound Campaigns – New Fleets & White-Space Markets: Execute focused cold-calling campaigns to promote new fleet, product, or service launches into geographies where ODP does not currently have a presence. Identify and engage decision makers to generate awareness and secure first-time business in underpenetrated markets.

· Win-Back Outreach – Former Customers: Proactively call on customers who have left ODP Business Solutions to re-establish relationships, understand the reasons for attrition, and present updated solutions to win back lost revenue.

· Market Warming Ahead of Territory Expansion: Call into markets ODP intends to enter but does not yet serve, generating early leads, relationships, and pipeline before a Territory Sales Manager is hired for that geography; hand off warmed prospects and pipeline to the incoming Territory Sales Manager to ensure a smooth transition.

· CRM & Pipeline Management: Maintain accurate, complete, and current prospect, activity, and pipeline data in ODP’s CRM to support forecasting, reporting, and hand-off of in-progress and closed opportunities.

· Sales Collaboration & Best Practices: Share prospecting techniques, call strategies, and market insights with Sales Development Representatives and Territory Sales Managers; collaborate cross-functionally to align targeting priorities and support broader sales initiatives.

Education and Experience:

· Level of Formal Education: High School diploma or equivalent, Bachelors preferred

· Area of Study: Business, Marketing, Sales, or a related field

· Minimum Years of Experience: 2

· Type of Experience:

• Demonstrated success as a “hunter” in a new-business sales role, with a proven ability to independently manage a full sales cycle from prospecting through close.

• Two or more years of experience in outbound/cold-call prospecting, sales development, or inside or territory sales; four years preferred.

• Experience or aptitude in consultative selling, needs analysis, and solution recommendation.

• Comfort making a high volume of cold calls, supplemented by warm-call outreach, to generate net-new business.

• Ability to work in a deadline-driven, fast-paced environment, managing multiple priorities and adapting to change.

· Technical Competencies & Information Systems:

• Proficient in MS Office - Word, Excel, PowerPoint

• Working knowledge of CRM tools (i.e., Salesforce.com)

· Skills & Abilities:

Sales & Business Development:

• Proven ability or strong potential to be an impactful “hunter” who generates and closes net-new business independently, without reliance on an existing account base.

• Ability to run the full sales cycle — prospecting, needs analysis, solution presentation, negotiation, and closing — distinguishing this role from Sales Development Representatives, who qualify and hand off leads.

• Ability to conduct consultative analyses with prospects and provide tailored product and solution recommendations to win.

Networking & Prospecting:

• Strong cold-calling skills, with comfort making high volumes of outbound calls supplemented by warm-call outreach to referrals and reactivation targets.

• Ability to prioritize and work multiple prospecting motions in parallel: new fleet/product launches into white-space geographies, win-back of former customers, and early-stage market development ahead of territory sales hires.

• Comfort initiating contact with new prospects and building rapport quickly over the phone and in virtual meetings.

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 to manage a high-velocity, multi-motion prospecting pipeline.

• Ability to maintain and update CRM databases with all required prospect, contact, and activity information.

• Proven ability to meet or exceed assigned new-business revenue goals and sales quotas.

Additional Language Skills: Ability to read, write, speak and understand English.

Personal Attributes & Other/Preferred:

• Related work experience in sales, sales development, or business development is preferred.

• Strong initiative, self-motivation, and resilience in the face of rejection and challenges.

• Professional, goal-oriented, and results-driven mindset.

• Provide regular updates and reports to management on prospecting activity, pipeline, and sales forecasts.

About The ODP Group: The ODP Group, through its business entities ODP Business Solutions and Office Depot, is a leading provider of products, services, and technology solutions 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.

Commitment to Safety: We are committed to maintaining a safe and healthy work environment for our Coworkers and our customers. All Coworkers are expected to support our operational safety culture by working safely and addressing potential hazards or concerns.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by Coworkers assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of Coworkers 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 opportunities to move and grow within our organization! You may 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 pursuant to the City & County of San Francisco Fair Chance Ordinance.

Application Deadline: The job posting will remain open for a minimum of 3 days and will expire once the position has been filled.

How to Apply: Click the “Apply Now” button and follow the instructions on each page. When you have completed the application, click the “Submit” button.