Experience:
5+ years of experience
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Employment Type:
Full time
Posted:
7/13/2017
Job Category:
Sales
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Mgr, Sales Effectiveness
Grainger | San Antonio, Texas
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Job Description

Manager, Sales Effectiveness

Primary Function:

The Manager of Sales Effectiveness will lead the design, deployment and improvement of sales effectiveness and operations programs and processes. Examples of programs or processes this role will be responsible for include: technology/tool optimization, standard sales and sales management processes, metrics and dashboards, compensation, seller/leader training and onboarding.   

 

The programs they are responsible for will improve the productivity and effectiveness of both sellers and leaders within the Telesales organization that will drive revenue growth.  The role requires strong cross functional collaboration.

 

Principal Duties & Responsibilities: 

  • Responsible for designing, implementing and improving sales effectiveness programs and processes.
  • Manages multiple programs simultaneously some of which will include: training and onboarding, hiring profiles and processes, technology/tool optimization, metrics, dashboards, compensation, sales and sales management processes.
  • Leverages cross functional partners to accomplish the desired outcomes of the programs they manage.  This will include developing and managing a plan that incorporates key deliverables, timelines and ownership.
  • Possesses strong knowledge of Telesales seller and leader roles, assesses patterns and trends in behavior and makes recommendations for improvement opportunities.  Leverages field observations and input from Telesales leaders to inform decision making.
  • Stays current with external market trends impacting seller and leader effectiveness to ensure improvement recommendations factor in best demonstrated practices in the marketplace.  
  • Establishes effective internal and external working relationships to ensure Grainger maintains a leadership position in providing the best possible toolset to enable telesales productivity and revenue growth.
  • Thinks systemically about program, process and technology changes to ensure there is effective integration with the sales and sales management process, medium customer value proposition, critical initiatives and offers.  
  • Builds critical success criteria and ROI measurement plans for sales effectiveness programs before they are implemented.  Has plan to track both qualitative and quantitative output of programs that inform ROI.
  • Effectively applies Continuous Improvement practices and principles to drive ongoing improvements to programs and processes. 

 

Preferred Education & Experience: 

Competencies:

  • Strong change leadership including the ability to coach and consult leaders on the steps necessary to lead change.
  • Ability to effectively communicate with and navigate interactions with all levels of the sales organization.
  • Ability to influence without authority and make compelling arguments for change/improvement.
  • Excellent problem solving and systemic thinking skills- critical analytics/ diagnosis/ prioritization skills.
  • Strong decision making skills and judgment to drive the right impact.
  • Strong presentation, written and verbal communication skills
  • Excellent project management skills.
  • Familiarity with Continuous Improvement methodologies and applications. 
  •  Ability to identify and escalate challenges to leadership for barrier removal.  
  •  Willingness to challenge current state and popularly held beliefs with supporting position

Experiences:

  • College degree required.
  • 5+ years of progressive leadership in business including leading in a Sales organization.
  • Experience with building, managing, growing and developing a new sales team. 
  • Experience working with medium customer and/or in an inside sales environment a plus.
  • Demonstrated track record of delivering results and attaining sales goals.
  • Previous success in influencing without direct authority and leading the design and implementation of new programs or processes. 
  • Previous experience in providing strategic recommendations to business leaders and executives.
  • Demonstrated track record of influencing and advising Sales Leaders.
  • Proven ability to work in a fast-paced environment and manage a high workload.

 

Work Environment:  

  • This position is based out of the Headquarters office in Lake Forest, IL.
  • Travel between 30 - 40%.

 

Impact:

  • This position has a direct impact on the Telesales function:
    • ~$1+ Billion in revenue
    • ~ 700 Team Members
  • Increased seller and leader speed to performance ramp-up, demonstrated skill-set and retention.
  • Improved seller and leader attraction and retention
  • Programs responsible for delivers improvements to Telesales organization in form of enhanced productivity, engagement, revenue growth, and impact/ROI. 
  • Manages costs of programs for Telesales; looks for opportunities to reduce expenses.

     

Working Relationships:

Success in this role is highly dependent on creating strong relationships with internal and external partners.  This role will interact with:

  • Cross Functional Support Service Partners: HR, Legal, Analytics, Finance, Corporate Communications, Indirect Procurement & ES
  • External Vendors and Suppliers
  • Telesales Leadership
  • Offer Development Leadership
  • Large Customer Sales Effectiveness

 

Grainger is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, gender identity, sexual orientation, disability, or protected veteran status.

About Grainger

W.W. Grainger, Inc. (Grainger) distributes facilities maintenance products, and provides services and related information used by businesses and institutions primarily in the United States, Canada and Mexico to keep their facilities and equipment running. Grainger is the supplier of facilities maintenance and other related products in North America. Its operations are managed in three segments: Grainger Branch-based, Acklands - Grainger Branch-based (Acklands - Grainger), and Lab Safety Supply, Inc. (Lab Safety). Grainger Branch-based is an aggregation of the Grainger Industrial Supply (Industrial Supply), Grainger, S.A. de C.V. (Mexico), Grainger Caribe Inc. (Puerto Rico), Grainger China LLC (China) and Grainger Panama S.A. (Panama). Acklands - Grainger is the Company's Canadian branch-based distribution business. Lab Safety is a direct marketer of safety and other industrial products. (Source: 10-K)

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