Senior Sales Manager, Wayfair
$82.8-97k
A global online homeware marketplace
Job no longer available
A global online homeware marketplace
1001+ employees
Job no longer available
$82.8-97k
1001+ employees
Company mission
To help everyone, anywhere create their feeling of home.
Role
Who you are
- 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 problem-solving skills – dissect and determine root causes of problems, and implement solution
- Passionate people-centric leader who can effectively drive results in a fast-paced and rapidly growing company
- Experience with Client Relationship Management Systems
What the job involves
- 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
- 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
Our take
Wayfair emerged in the early era of eCommerce with a mission to revolutionise online shopping, offering customers a convenient platform to purchase goods. Today, it stands as one of the foremost global players in the online furniture delivery industry, boasting an impressive inventory of over 33 million products.
Renowned for its extensive product range and comprehensive service offerings, Wayfair distinguishes itself by providing an end-to-end customer experience, from browsing to doorstep delivery. Despite its prominence, the company faces profitability challenges attributed largely to expansion expenses. Nonetheless, its solid presence in the competitive online homeware sector solidifies its position as a key contender.
With ambitious global expansion plans, Wayfair remains committed to maintaining its leadership in the industry. As it aspires to become the ultimate destination for all home needs, its more recent ventures into physical retail represent significant strides toward this overarching goal.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-14% employee growth in 12 months
Company
Company HQ
Prudential / St. Botolph, Boston, MA
Leadership
Niraj Shah
(Co-Founder & CEO)Studied Engineering at Cornell University before co-founding Spinners, a Boston-based IT services company. Previously acted as Entrepreneur in Residence for Greylock and has served as CEO of Wayfair since co-founding the company in 2002.
Steven Conine
(Co-Founder)Co-founded Spinners before working for Operations at iXL. Conine also co-founded Pillar VC in 2016.
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