Divisional Sales Manager

Groupon is seeking a dynamic and results-driven Divisional Sales Manager to lead and grow a high-performing sales team within our Business Development team in Chicago. You’ll be responsible for driving high-volume sales operations, mentoring and developing sales professionals, and implementing strategies that scale our business. As a key leader, you will oversee the execution of Groupon’s sales strategy, ensuring your team consistently meets revenue targets while maintaining a culture of success and innovation.

Key Responsibilities

• Lead a Division: Manage a team of inside sales managers and representatives within a defined geographic region, overseeing daily sales activities and operations.
• Drive High-Volume Sales: Lead transactional sales efforts with local merchants, ensuring that sales goals are met or exceeded.
• Sales Strategy Development: Create and implement scalable sales strategies aligned with the company's broader objectives, fostering sustainable growth.
• Team Leadership & Development: Attract, recruit, mentor, and retain sales talent. Provide clear communication, remove roadblocks, and hold the team accountable for results.
• Sales Forecasting & Reporting: Use data-driven insights to manage the sales pipeline, deliver accurate forecasts, and report performance metrics.
• Market Expansion: Contribute to Groupon’s growth by executing sales plans that expand our presence in new regions and markets.
• Operational Efficiency: Implement sales processes and tools to improve team efficiency, track performance, and optimize the sales lifecycle.
• Cross-Functional Collaboration: Work closely with marketing, operations, and product teams to align sales efforts with overall business objectives.

Key Outcomes: 

• Team GP90 Achievement: 80%+ of reps achieve ≥90% of GP target.
• Productivity Discipline: Avg. 2.5 unique merchants/week per rep.
• Quality of Production: ≤30% of team’s productivity delivers <$200 in GP30.
• Strong hunting culture established across team (newly assigned leads, self sourcing..)
• Healthy, high-quality SF pipeline coverage at each rep level.
• DSM is recognized as a trusted coach driving sales discipline.

How to Achieve these Key Outcomes: 

• Team GP90 Achievement: Drive consistent rep performance by setting clear GP targets, tracking progress, and replicating winning practices.
• Productivity Discipline: Build a culture of consistent activity by reviewing productivity, coaching efficiency, and celebrating disciplined behaviors.
• Quality of Production: Improve deal value by analyzing performance, coaching toward higher-value opportunities and shopping list.
• Strong Hunting Culture: Foster proactive prospecting through leader participation, gamified contests, and accountability in CRM.
• Healthy, High-Quality Pipeline Coverage: Ensure accurate, balanced pipelines through weekly audits, accountability, and coaching for coverage ratios.
• DSM as a Trusted Coach: Act as a credible coach by leading developmental 1:1s, documenting actions, and modeling effective sales discipline.

Qualifications:

• Bachelor’s degree required.
• 7+ years of sales experience, with at least 3 years in a leadership role managing high-volume, transactional sales teams.
• Proven track record in B2B sales and experience in services marketplaces, e-commerce, or related industries.
• Strong analytical skills with the ability to leverage KPIs to improve performance.
• Excellent communication skills, both written and verbal.
• Proficiency in CRM platforms (Salesforce preferred), sales automation tools, and data analytics platforms.

Competencies:

• Strategic Leadership: Ability to balance strategic thinking with tactical execution to drive results.
• Sales Process Optimization: Experience in developing and refining scalable sales processes.
• Results-Oriented: Relentless focus on achieving measurable sales outcomes.
• Adaptability: Ability to pivot and reprioritize in a fast-paced, evolving environment.
• Team Building: Proven experience in recruiting, developing, and retaining top sales talent.

Preferred Candidate Background:

• Experience from B2B services companies or high-volume sales environments (e.g., OpenTable, DoorDash, UberEats, Yelp, SaaS platforms).
• Leadership experience in corporate sales programs or rotational sales leadership development programs.

Salary:

The annual base salary for this role ranges between $75k—$95k. The variable compensation for this role ranges from $45k— $57k for a total compensation range of $120k—$152k.

Benefits: 

• Medical, dental, vision, EAP, 401(k) match, ESPP, life and disability insurance, FSAs, and more.