Job Title:
Reports to (Title):
Functional Area:
Public Sector Account Manager
Director of Sales
Sales
Position Summary:
The Public Sector Account Manager maintains and manages all existing accounts and client relationships
within a specific vertical market, including relationship management and hunting for net new opportunities
within the Vertical. This is a senior sales position at OfficeMax Grand & Toy that engages client contact at
senior levels to achieve company and territory forecast objectives, while understanding and practicing
Grand & Toy principles and core values.
Position Responsibilities / Essential Functions:
Primary Responsibility (60%)
 Meet with customers regularly to maintain customer loyalty, develop and maximize Revenue and
GP objectives
 Face to face customer and potential customer interactions that will achieve or exceed their annual
quota and thus increase sales growth for this vertical.
Contract knowledge and sales expertise
 Be conversant with all aspects of the existing vertical contracts in place e.g. Service Level
Expectations, Terms & Conditions, Pricing Model and will meet and develop strong relationships
with all levels of Customer Contacts influential with each contract.
 Exhibit a high to superior level of technical selling skill competence as learned through the Grand &
Toy Way of selling in order to identify opportunities and execute upon them in the Streamline sales
approach, minimizing the length of the sales cycle and increasing the closure rate.
 Best practice length of sales cycle for Penetration opportunities in simple adjacencies and the Best
Practice closure rate for Acquisition opportunities
Account Retention:
 Maintain strong relationships within existing account base and ensure that key Grand & Toy
associates are engaged at all customer levels in order to maintain a high level of customer
satisfaction and engagement resulting in account retention.
 Public Sector employees can tend to change jobs more frequently than private sector, hence
relationships need to be rebuilt regularly. A high, wide and deep relationship within a department
will improve our ability to maintain relationships between moves of key decision makers, and is an
important part of this role.
Sales Plan Management (20%)
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Identify and qualify new accounts for territory and sales team for net new opportunities.
Promptly enter all opportunities in the sales funnel on a regular basis exceed the achievement of
annual quota.
Move opportunities through the funnel methodically with strong organizational and prioritization
skills. Consistent motility of funnel opportunities is expected.
Maintain a regular cadence of meetings with key customers in a wide geographic territory while
also prioritizing top funnel opportunities to maximize revenue and relationships.
Play a vital role in the on-boarding process i.e. liaising between the customer and subject matter
experts on the Grand and Toy transition team.
Develop a formal written quarterly business review and the Implementation Plan (“IPlan”) outlining
specifically what actions are to be taken to ensure attainment of company objectives for the
assigned vertical.
Analyze and request reports when required to further assess opportunities, creating “SMART” goals
to achieve forecast
Development of New Market Share initiatives/projects (10%)
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Identify new customer, departmental, or divisional opportunities for growth within the territory to
take market share from any of Grand & Toy’s key competitors
Identify market share opportunities within the territory and, working with management, implement
plans to maximize G&T market share within the territory.
Work to understand and remain aware of G&T market share in the territory, and constantly drive an
increase in market share within the territory
Industry knowledge and Awareness (10%)
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Identify and attend relevant industry related events and networking opportunities.
Maintain current knowledge of the vertical market, specifically understanding the priorities of senior
procurement professionals, funding related issues and key competitive initiatives and activities.
Gain a thorough competitive knowledge of the most influential competitors within the territory and by
relevant line of business.
Communicate current competitive activities to the Director of Sales during regular monthly one on one
meeting, clearly articulating the strengths and weakness of each major competitor within their
territory.
Communicate both verbally and in writing, during team meetings and formal one to one monthly
meetings with the Director of Sales should they require additional support in achieving the business
objectives.
Participate in meetings and/or conference calls, as necessary, to educate, assist and coach other
Account Managers nationally in servicing their Healthcare clients, assisting them in identifying
opportunities and achieving healthcare sales growth within their territories.
Core Competencies:
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The ability to clearly and effectively communicate and present concepts to senior level customer
contacts in an influential manner designed to bring about a time sensitive win-win scenario for
the client and Grand & Toy is essential to the success of this position.
Highly organized and self-sufficient in all aspects of account acquisition, management and
development, as well as within the plan for the territory. A strong tactical daily, weekly,
monthly and quarterly plan should be methodically executed.
Able to work independently and outside of an office environment with minimal direct supervision,
while meeting and exceeding financial, organizational, and quantitative goals
Internal/External Relationships:
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The expectation is to build rapport & trust with internal and external stakeholders to grow and expand
existing customer base while promoting OfficeMax Grand & Toy’s value proposition:
External Relationships: Account base customers and prospects (purchasing staff, receptionists,
administrative staff, any buyer); vendors and suppliers
Internal Customers:, Accounting, Shipping, Purchasing, Account Managers, Interiors, Tech, Imaging
(adjacencies), OAM, Inside Sales teams, DSM, Inventory, sales leaders,
Internal Suppliers: Margin Analyst, Inventory,
Customer Service, Purchasing, Marketing,
Accounting, Warehouse and Distribution Centre, Sales Support Assistants, Electronic Commerce
Coordinators
Education, Certification & Licenses:
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University degree or Community College Diploma in business or marketing related discipline
Formal Selling Skills Training and Certification is preferred
Hold (or be qualified to hold) Enhanced Reliability security screening which includes a criminal record
check, credit check, and background check completed by Treasury Board and the RCMP.
Experience:
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Minimum of two years of senior level outside sales experience
Computer/Tools/Equipment/Software Skills:
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Experience with & ability to learn and utilize a complex pricing, order and sales tracking database tool
such as Salesforce.com; (HFA/Clarity/Essbase or the like)
Working knowledge, familiarity and competence with Microsoft Word, Excel, PowerPoint and sales
automation (or CRM) tools is required as well as the willingness and ability to effectively use all internal
software programs as required for this position in accordance with Grand & Toy policies and procedures.
Working Conditions, Physical and Sensory Requirements:
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A valid Canadian Driver’s License is required and use of a personal and appropriate late model vehicle in
accordance with Grand & Toy policy and requirements.
Travel will be required to build and maintain strong working relationships with key customers and
departments . The travel will include multi-day flights and significant driving time, as well as local travel 14 hours away. Longer 4-5 day trips six times a year should be expected.
Additional Information:
 Bilingualism (French and English) is an asset