Contractors’ Warehouse —
Senior Manager Sales Effectiveness

Position Purpose:

Senior Manager Sales Effectiveness for the Home Depot Outside Pro Sales is responsible for leading the development and execution of sales strategies designed to improve the overall productivity of the outside sales organization. Responsibilities include ongoing and efficient interaction with the aligned Sr. Director for the East & West and the respective Outside Sales Director Leadership Team . Through those partnership and collaboration, senior manager sales effectiveness will assist in identifying the most effective action plans and onboarding to drive success with  Pro Sales Leaders (PSMs), process, and technology solutions. This role will work in the field with Pro Sales Managers and Outside Sales Directors to identify root causes of sales gaps through data analytics and field consultant ride a-longs, attending weekly cadence meetings, monthly business reviews, and other front-line activities with the sales teams. They will also assist local leadership teams with gap closure plans and sales team accountability. This role will be responsible for helping support Pro Sales Managers to drive and accelerate sales results with the respective field teams and contribute to overall Pro Managed Account Performance.
Key Responsibilities:

• 30% – Internal Partnership and Collaboration – Provide direction for various support teams and functions regarding critical processes for the given selling role, including selling, sales management, on-boarding, and ongoing up-skilling processes. Work closely with Field Execution and Learning to ensure effective integration of new process and products in the selling and sales management process for Pro Outside Sales.  Optimizes diverse talent through a demonstrated commitment to equal employment opportunity.

• 40% – Metrics and Continuous Improvement – Identify and manage to critical success criteria and key performance metrics for productivity and efficiency of the Pro Outside Sales Organization. Develop and maintain impact estimates for expected improvements from sales effectiveness/enablement investments and deliver agreed upon ROI. Facilitate and lead Pro Sales Manager assessments for the Pro Outside Sales Organization. Work with aligned Outside Sales Director and Sr. Director to identify root causes of sales gaps through in-field consultant visits and ride along, attending regularly scheduled call meetings, one on one sessions, field touch point sessions, monthly business reviews, and other front-line activities with the sales teams

• 30% – Selling and Sales Management Process – Proactively identify opportunities for improvement in explanation and execution while keep the selling and sales management process alive and current. Support the Learning Team and SSC Partners in the development of Pro Outside Sales management strategies, including the design in curriculum of the onboarding program for new PSMs and Field Sellers.  Identify market focuses and trends that impact seller effectiveness and develop countermeasures to address. Ensure that all new programs, services, and capabilities are effectively integrated into the overall Selling Depot Model for the given roles.

Direct Manager/Direct Reports:

• Typically reports to Director

Direct and indirect reports typically include 3 professionals and 1 support associate.

• Typically negotiates in a competitive or adversarial environment.
• Typically faces complex issues that differ from those typically faced within the industry or profession.
• Typically considers new courses of action within broad policies and medium-term goals when solving problems.
• Typically determines what should be done in a functional area or business unit within the broad policies and principles or very general goals.

Travel Requirements:

• Typically requires overnight travel less than 10% of the time.

Physical Requirements:

• Most of the time is spent sitting in a comfortable position and there is frequent opportunity to move about. On rare occasions there may be a need to move or lift light articles.

Working Conditions:

• Usually in a comfortable environment but with regular exposure to factors causing moderate physical discomfort from such things as dust, fumes or odors.
• Under regular pressure to meet deadlines, quotas and/or must frequently deal with difficult issues related to people or situations.

Minimum Qualifications:

• Must be eighteen years of age or older.
• Must be legally permitted to work in the United States.

Preferred Qualifications:

• A master's degree is preferred.
• Eight plus years of experience is preferred.

Minimum Education:

• The knowledge, skills and abilities typically acquired through the completion of a bachelor's degree program or equivalent degree in a field of study related to the job.

Preferred Education:

• No additional education

Minimum Years of Work Experience:

• 6

Preferred Years of Work Experience:

• No additional years of experience

Minimum Leadership Experience:

• None

Preferred Leadership Experience:

• None

Certifications:

• None

Competencies:

• Supervisory Skills
• Ability to communicate with Executive group
• Strong Basic Math and Logic Skills
• Computer Literate/Comfortable with Database Structure
• Conflict Resolution
• Basic understanding of retail environment