Manager – Sales Optimization

As Manager - Sales Optimization you will be responsible for partnering with Strategic Business Units (SBUs) to continuously improve and safeguard our sales-centric culture, making Wesco the employer of choice for our industry’s best sales professionals. You will drive effectiveness, improve efficiencies and expand the productivity of Wesco’s sales organization. You will act as a voice of the sales organization to multiple internal support resources; identifying areas of improvement where sales bandwidth can be created while eliminating the misalignment of departmental goals that hinder the delivery of value to our clients & therefore sales and margin expansion. You will define our sales performance criteria, our continuous improvement coaching process, and our sales approach methodology; ensuring success is powered by services and is scalable and deployable throughout the organization and generates measurable customer value.

To achieve these goals of increasing sales effectiveness and efficiency through best practices and scale, you will focus on two areas:

1. Global Business Processes – Collect details on existing business processes within the Strategic Business Units and support the Senior Director in creation of enterprise process standards for the Offer-to-Quote workstream. Coordinate, support and deliver training and systems support on new processes and/or tools and continuously develop Business Mentors within the SBUs and functions as power users and subject matter experts.
2. Sales Efficiency & Effectiveness – Proactively define & execute measurement of sales efficiency & effectiveness across SBUs, identify opportunities for sales efficiency & effectiveness improvement at scale and collaborate with SBU and Operating Group leadership to identify strategic improvement opportunities and create execution plans

Responsibilities:

• Serving as the interface between the IT team and business users.
• Implementation of new CRM capabilities which are scalable and deployable throughout the organization and leveraged to generate measurable customer value.
• Create objectives and goals and provide direction to the project team in all areas of the Commercial Excellence CRM roadmap, including but not limited to, functional requirements, user interface, process improvements and deployment best practices.
• Facilitate and lead business and stakeholder reviews to ensure requirements are captured and understood.
• Create, deploy and continuously improve our Core CRM capabilities for our sales organization that is leveraged across the enterprise to increase productivity and drive a high-performance culture.
• Lead and collaborate with development teams to devise the technical solutions that provide the best combination of maximum functionality and minimum time, effort, and risk.

Qualifications:

• Bachelor’s Degree – Business or related required; Master’s Degree preferred
• 7+ years of experience directly related to position
• 7+ years of sales leadership/management experience
• 5+ years of financial analysis experience
• Strong background in sales methodology and business analysis skills
• 3+ years of experience working within an Agile development methodology preferred
• 3+ years of experience using Jira preferred
• 3+ years of experience implementing and supporting Microsoft Dynamics 365 CRM preferred
• Knowledge of Wesco's industry including suppliers, customers, and competitors preferred
• Ability to initiate and develop relationships with key decision makers
• Ability to breakdown complex business problems and design solutions with a focus on usability and data-drive decision making
• Ability to identify industry, business, and technology trends and best practices to enable continuous innovation
• Strong negotiation skills preferred
• Ability to travel up to 25%