Divisional Sales Manager

Groupon is a marketplace where customers discover new experiences and services everyday and local businesses thrive. To date we have worked with over a million merchant partners worldwide, connecting over 16 million customers with deals across various categories. In a world often dominated by e-commerce giants, we stand out as one of the few platforms uniquely committed to helping local businesses succeed on a performance basis.

Groupon is on a radical journey to transform our business with relentless pursuit of results. Even with thousands of employees spread across multiple continents, we still maintain a culture that inspires innovation, rewards risk-taking and celebrates success. The impact here can be immediate due to our scale and the speed of our transformation. We're a "best of both worlds" kind of company. We're big enough to have the resources and scale, but small enough that a single person has a surprising amount of autonomy and can make a meaningful impact.

Groupon is seeking a dynamic and results-driven Divisional Sales Manager to lead and grow a high-performing sales team within our Business Development team in Chicago. You’ll be responsible for driving high-volume sales operations, mentoring and developing sales professionals, and implementing strategies that scale our business. As a key leader, you will oversee the execution of Groupon’s sales strategy, ensuring your team consistently meets revenue targets while maintaining a culture of success and innovation.

Key Responsibilities

• Lead a Division: Manage a team of inside sales managers and representatives within a defined geographic region, overseeing daily sales activities and operations.
• Drive High-Volume Sales: Lead transactional sales efforts with local merchants, ensuring that sales goals are met or exceeded.
• Sales Strategy Development: Create and implement scalable sales strategies aligned with the company's broader objectives, fostering sustainable growth.
• Team Leadership & Development: Attract, recruit, mentor, and retain sales talent. Provide clear communication, remove roadblocks, and hold the team accountable for results.
• Sales Forecasting & Reporting: Use data-driven insights to manage the sales pipeline, deliver accurate forecasts, and report performance metrics.
• Market Expansion: Contribute to Groupon’s growth by executing sales plans that expand our presence in new regions and markets.
• Operational Efficiency: Implement sales processes and tools to improve team efficiency, track performance, and optimize the sales lifecycle.
• Cross-Functional Collaboration: Work closely with marketing, operations, and product teams to align sales efforts with overall business objectives.

Key Outcomes: 

• Team GP90 Achievement: 80%+ of reps achieve ≥90% of GP target.
• Productivity Discipline: Avg. 2.5 unique merchants/week per rep.
• Quality of Production: ≤30% of team’s productivity delivers <$200 in GP30.
• Strong hunting culture established across team (newly assigned leads, self sourcing..)
• Healthy, high-quality SF pipeline coverage at each rep level.
• DSM is recognized as a trusted coach driving sales discipline.

How to Achieve these Key Outcomes: 

• Team GP90 Achievement: Drive consistent rep performance by setting clear GP targets, tracking progress, and replicating winning practices.
• Productivity Discipline: Build a culture of consistent activity by reviewing productivity, coaching efficiency, and celebrating disciplined behaviors.
• Quality of Production: Improve deal value by analyzing performance, coaching toward higher-value opportunities and shopping list.
• Strong Hunting Culture: Foster proactive prospecting through leader participation, gamified contests, and accountability in CRM.
• Healthy, High-Quality Pipeline Coverage: Ensure accurate, balanced pipelines through weekly audits, accountability, and coaching for coverage ratios.
• DSM as a Trusted Coach: Act as a credible coach by leading developmental 1:1s, documenting actions, and modeling effective sales discipline.

Qualifications:

• Bachelor’s degree required.
• 7+ years of sales experience, with at least 3 years in a leadership role managing high-volume, transactional sales teams.
• Proven track record in B2B sales and experience in services marketplaces, e-commerce, or related industri