Job DescriptionThe Program Manager is a subject matter expert responsible for the end-to-end execution of assigned manufacturer sales programs-from design and launch through optimization and closeout. This role partners closely with sales and marketing to drive manufacturer revenue, protect margin, and improve customer retention by ensuring program compliance, training and supporting the sales organization, and tracking performance against ODP and manufacturer objectives.
The Program Manager will:
- Execute and optimize manufacturer sales programs to grow revenue and improve IGM
- Train and support sales teams on program mechanics, benefits, and selling approaches
- Analyze customer data to identify and stop "leakage" (customers not on deals who qualify) and address declining spend
- Lead key sales initiatives from concept through execution in partnership with sales, marketing, and manufacturer stakeholders
- Ensure program compliance, pricing accuracy, and adherence to manufacturer policies
Success is measured by program profitability, adoption rates, sales team enablement, and long-term customer growth.
Primary Responsibilities:- Program Ownership
- Execute Joint Business Plan (JBP), aligning on growth objectives, tracking performance, and ensuring accountability across both organizations.
- Serve as the subject matter expert (SME) for assigned manufacturer products and sales initiatives.
- Ensure sales teams are proficient in manufacturer-specific tools, systems, and selling approaches.
- Administer pricing and rebate programs and ensure compliance with MAP and manufacturer pricing/content policies.
- Collaborate with sales and marketing to manage and optimize manufacturer web positioning on ODPBS and Tech Connect.
- Sales Support & Opportunity Development
- Support inside and outside sales teams on customer calls, presentations, and deal strategy.
- Review customer spend to identify:
- Customers who qualify for deals but are not yet on them (to prevent leakage and drive growth).
- Customers with declining supplies or category spend.
- Partner with account owners to understand reasons for declines and build plans to stabilize and grow the business.
- Identify and pursue new manufacturer-specific business opportunities with the ODP Sales team.
- Initiative Leadership & Performance Tracking
- Lead sales initiatives as the SME, driving adoption and success across the field.
- Help close strategic opportunities by providing product, pricing, and program expertise.
- Track the success and failures of programs and initiatives, using insights to refine future efforts.
- Participate in team meetings to provide updates on initiatives, share new information, and gather feedback.
- Attend and recap ISO and Field team meetings regularly to discuss programs, deals, updates, what they are hearing from customers, etc...
- Own and track metrics
Education and Experience:- Level of Formal Education: Bachelor's degree or equivalent experience
- Area of Study: Marketing, Business Administration, Product Management, or related field.
- Minimum Years of Experience: 5
- Type of Experience: Bachelor's degree in Marketing, Business Administration, Product Management, or related field.
- Technical Competencies & Information Systems:
- Analytical skills to track and report on sales programs, initiatives, and customer trends.
- Proficiency in Salesforce and related sales tools.
- Skills & Abilities:
- Strong knowledge of manufacturer products, programs, and policies.
- Excellent communication and interpersonal skills, including the ability to train and influence sales teams.
- Personal Attributes & Other/Preferred:
- Self-starter, entrepreneurial and independent thinker who is also highly collaborative.
- Displays passion, high energy, and high integrity & ethics.
- Highly accountable and committed to work to tight deadlines.
- Organizational Agility & Flexibility.
- Ability to manage multiple priorities in a highly dynamic environment.
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.
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.
