Senior Sales Manager

Wayfair Professional is seeking an experienced, Senior Manager to join our Account Management Leadership team. This individual will assist in driving the Account Management Vision and Mission and will execute our B2B Account Management sales strategy. The role includes directly leading frontline sales managers and sales teams in B2B sales.  This individual will be instrumental in leading their teams to profitable revenue growth for new and existing accounts. Experience should include; designing and executing outbound book management strategies, a track record of achieving and exceeding key performance metrics, experience hiring and developing high performing frontline managers and demonstrated success with project-based B2B sales.  The individual must be self-motivated, goal-oriented, customer centric, team-oriented and must demonstrate the ability to thrive in a fast-paced environment. 

Location: Boston, MA or Remote

What You’ll Do

In this role, you will directly manage 3-5 frontline B2B Sales Managers (Contractor Vertical) and will have indirect management responsibility for ~12 Contractor Account Managers (BAMs), per sales team.  

You will be responsible for coaching and developing high performing sales managers.  You will drive Account Management strategic initiatives for your program; develop nuanced approaches for the varying industries your teams serve; influence business work plans across the B2B organization and assist in growing the Wayfair Professional program. 

Specifically, you will:

Lead Sales Managers/Teams: Drive revenue from high-value customers by managing teams of Business Account Managers (BAMs)

• Drive sales strategy, managing teams to revenue, activity, and other key performance metrics (e.g., opportunity pipeline management, customer QBRs, prospecting / outreach targets)
• Coach and develop team members for short- and long-term success and development 
• Instill best practices by setting a high bar for performance and driving continuous improvement 
• Drive collaboration for cross-functional partnerships with key stakeholders in sales operations, training, service, support and across the B2B organization.
• Achieving target metrics and growing revenue over time, with individual accounts and/or team-level quotas
• Coach, develop, and motivate team members (direct reports, indirect reports and peers) to hit sales metrics and consistently grow revenue
• Create partnerships with stakeholders in sales and service support teams, to drive repeat business and grow account relationships

 

Develop and Lead Cross-functional Initiatives: Identify strategies to improve Account Management and Program initiatives, and drive implementation and results:

• Develop ideas to increase our market share leveraging opportunity and pipeline management, industry research, solution selling and coaching teams to be experts in selling and delivering Wayfair’s value propositions. 
• Drive cross-functional partnerships to generate process improvements, and implement book management strategies, specific to the varying industries within your program.
• Identifying customer and business needs through research, customer interactions, internal listening and recognition of patterns across data points
• Develop and prioritize initiatives to create a long-term roadmap inclusive of an actionable plan
• Implement strategy roadmap with team and/or cross-functional partners, develop metrics to track progress and communicate barriers for leadership to unblock

Communication:

• Communicate “voice-of-customer” themes across stakeholder groups, to drive improvements for B2B sales.
• Communicate program level roadmaps / team plans and vision, to ensure alignment across sales teams and cross-functional stakeholders
• Translate customer needs and team patterns into clear action plans
• Communicate barriers to leadership in order to unblock, enabling continuous improvement and operational excellence

What You'll Need

• 4+ years experience in Senior Leadership, Sales Management, or Business Development - B2B preferred.
• Proven experience managing high-performing sales managers and their teams (indirect), via consistent coaching and skill development
• Demonstrated experience delivering against aggressive goals in a fast-paced, rapidly changing environment
• Articulate, persuasive, and clear communication
• Able to clearly and consistently work side-by-side with a broad range of levels and functions to achieve objectives
• Ability to hit the ground running, self-starter
• Ability to manage and prioritize multiple initiatives, and to delegate tasks appropriately
• Innovative