Sales Manager

1 week ago

Seattle, Washington, United States Amazon Full time
About the Role

We are seeking a highly motivated and experienced Sales Manager to lead our Commercial segment, responsible for recruiting and strategic account development for both Mid-Market and Enterprise Sellers. This role will focus on delighting business customers in all industries in their search for Bulk Books in any format, including Print, Digital, and Audio.

Key Responsibilities
  • Set Overall Business Direction: Develop and execute strategies for the Commercial, Government, and Non-Profit segments, including growth targets and recruitment plans.
  • Train and Coach Sales Team: Provide guidance and support to sales representatives to identify, qualify, and engage with prospective customers, while creating a clear value proposition of selling to business customers on Amazon and utilizing Amazon Books offerings through Amazon Business.
  • Rigorously Focus on Key Inputs: Analyze and optimize the key inputs to the books business, such as Selection, Pricing, and Fulfillment capabilities, to create strategic account growth plans that drive communication and accountability throughout the sales organization.
  • Meet or Exceed Team Quotas: Achieve revenue targets, feature adoption goals, and operational metrics, while maintaining tight visibility to the book of business and conducting deep dive analysis.
  • Develop and Execute Cross-Functional Concepts: Collaborate with cross-functional teams to develop and implement new Go To Market (GTM) capabilities, such as pricing, services capabilities, and feature pilots.
  • Own the Voice of the Customer: Advocate on behalf of customers to influence product roadmap, lead generation, integration process, and reporting activities.
  • Utilize CRM Tools: Leverage Salesforce and business intelligence dashboards to track account information, sales progress, and forecast and prioritize to achieve quarterly goals.
  • Develop Industry Knowledge: Maintain a thorough understanding of the segment's industry dynamics and competitive environment, including knowledge of competitive product offerings and profitability drivers.
  • Manage Additional Projects: Lead concurrent projects, such as Amazon Business-wide GTM improvements, feature pilots, sales team capability building, and internal Amazon partnerships.
  • Lead a Team of Sales Representatives: Hire, develop, and retain top talent in a fast-paced work environment of high-performing sales professionals.
Requirements
  • Bachelor's Degree: Equivalent experience accepted.
  • 5+ Years of B2B Sales and Management Experience: Preferably in the e-commerce, retail technology, SaaS, or software industries.
  • 2+ Years of People Management Experience: Strong performance and quota achievement record.
  • Proficient Analytical Skills: Microsoft Excel proficiency.
  • Effective Written Communication and Presentation Skills: Strong ability to influence internal and external stakeholders.
  • Experience with Analytical, Account Management, and Productivity Tools: Oracle Business Intelligence, Salesforce, Tableau, or similar.

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