Senior Associate, Go To Market Sales Strategy

Wayfair Professional’s North American Business to Business (“B2B”) and Global Sales team is seeking a collaborative,  analytical-oriented thought leader to help drive Wayfair’s B2B and Sales agenda. The role will be  part of the Sales Go-to-Market team that will help craft and execute sales strategy for our B2B and B2C customers. While our site and app experience allow for seamless self-service, our higher-value customers (both B2B and B2C) benefit from sales support. Sales teams establish relationships with purchasing decision-makers, educate customers about Wayfair’s assortment, services, and capabilities, and proactively reach out to intercept emerging needs to help them complete their orders and projects.

We seek a motivated associate who will partner with leaders in Sales, Enablement, and Customer Journey team members to optimize the Sales experience for our customers. This role will report to Sales Go-To-Market Channel / Program team lead (L3), and partner directly with Sales and Tech leaders (L2 - L4) of respective programs and channels to drive improvements in how we engage Wayfair customers with Sales. This includes partnering with Sales, Tech, and Sales enablement teams to launch net new sales channels, adjusting which channels are paired with which customers via tech and process changes, and executing action plans to improve how each sales channel / program provides value for our customers (enabled by tech and process changes). 

Responsibilities:

• Deeply understand both qualitative and quantitative trends in the business through active “voice of customer” engagement, strong knowledge of sales channel / program workflows, and short/long-term KPI trends
• Provide short-term action plans to support new channel / program launches, or adjusted go-to-market approach:
• Create short-term action plans to address underperformance and/or accelerate positive trends, driving from problem statement through to implementation / adoption
• Scope data requests for analytics teams to execute, and interpret results to validate hypotheses on how to improve our go-to-market strategy (validating qualitative feedback)
• Align and alert partner teams to execute
• Communicate progress and resolutions to partner teams and sales team members
• Scope and execute medium/long-term projects and initiatives
• Assist in scoping project initiatives, ensuring project management operational excellence through clear deliverables, resource needs, timelines, and cross-functional involvement
• Conduct thoughtful competitor analysis, 3rd party data reviews, and leverage stakeholder input to influence which medium / long-term initiatives are prioritized and how they manifest
• Drive execution to project deliverables, including hitting stage gate milestones, preparing / delivering updates to L4+ Sales / cross-functional teammates, incorporating feedback
• Coordinate cross-functional teams and resources, assessing and acting on tradeoffs across the business (e.g., across sales programs, tech resources)
• Primary evaluation criteria for this role will be: 
• How well are we executing the overall roadmap and individual programs / initiatives within the roadmap (e.g., how well-reasoned are the opportunities identified, are problem statements and improvements clear and well-designed, how is quality of execution and coordination with cross-functional partners in Sales, Tech, Sales Enablement)

Requirements:

• 3+ years of experience in project / program management, strategy & operations, consulting, or similar roles focused on improving customer experience
• Communication: Ability to understand and empathize with diverse stakeholders across functions, and tailor messaging / communication appropriately; ability to create consistent messaging about complex projects, flexing to audience needs but creating cohesion on the objective and guiding principles
• Strategic thinking / problem solving: Ability to break down complex, ambiguous problems into logical objectives, translating needs into discrete, actionable steps for partner teams to execute
• Cross-functional collaboration: Passion for working collaboratively across functions to drive operational improvements and projects. Empathetic with stakeholder and partner (vertical GMs, sales tech, analytics, other customer experience teams) needs and perspectives to drive cohesive vision and execution
• Program/Process management: Ability to manage processes efficiently by scoping logical steps from ideation to project completion, organizing data / materials for broad understanding, synthesizing stakeholder feedback, ensuring project interim steps are on time, and delivering results on time with high quality
• Data analytics: Ability to collect, analyze, and distill insights from data, under