Senior Sales Effectiveness Manager

2 weeks ago

Atlanta, Georgia, United States HOME DEPOT U.S.A., INC. Full time
Position Overview:

The Senior Sales Effectiveness Manager (SSEM) for the Home Depot Installation Services division is tasked with spearheading the formulation and implementation of sales strategies aimed at enhancing the overall efficiency of the external sales team. This role involves continuous and significant collaboration with the designated Senior Director of Sales and regional sales leadership teams. Through these partnerships and effective teamwork, the SSEM will help pinpoint the most impactful action plans to foster success among associates, streamline field processes, and leverage technological solutions. The SSEM will engage directly with Field Directors of Services and Sales Managers to diagnose the underlying causes of sales deficiencies through both in-person and virtual development sessions, participation in sales workshops and meetings, monthly business evaluations, and other frontline activities with sales teams. Additionally, this role will support local leadership teams in formulating gap closure strategies and fostering effective sales team development. The SSEM will be accountable for driving sales performance within the designated geographical area across various divisions.

Key Responsibilities:
  • 30% - Internal Collaboration and Partnership - Serve as a subject matter expert for various support teams regarding essential processes for sales roles, including selling techniques, sales leadership, onboarding, and continuous skill enhancement. Lead projects as necessary to develop impactful sales enablement initiatives. Collaborate closely with the Sales Operations team to ensure seamless integration of new sales processes, technologies, and products. Work in tandem with sales teams to identify and efficiently address field challenges.
  • 40% - Metrics and Continuous Improvement - Identify and manage critical success criteria and key performance indicators for sales effectiveness. Collaborate with aligned Field Directors of Services and Sales Operations to optimize sales territories and infrastructure. Diagnose root causes of sales gaps through in-person and virtual development sessions, attending sales workshops and meetings, monthly business reviews, and other impactful frontline activities with sales teams.
  • 30% - Sales Culture and Process Enhancement - Proactively identify opportunities for improving field processes and execution. Recognize market trends that affect seller effectiveness and assist local sales leadership teams in developing countermeasures. Foster a high-performance sales culture through ongoing motivation, effective communication, and innovative approaches to driving field engagement.
Direct Manager/Direct Reports:
  • This position typically reports to the Director of Field Execution - Sales.
  • This role has no direct reports.
Travel Requirements:
  • Requires overnight travel more than 50% of the time.
Physical Requirements:
  • Most of the time is spent sitting comfortably, with frequent opportunities to move about. Occasionally, there may be a need to lift or move light items.
Working Conditions:
  • Work is primarily conducted in a comfortable indoor environment, with infrequent and non-objectionable unpleasant conditions.
Minimum Qualifications:
  • Must be at least 18 years of age.
  • Must be legally authorized to work in the United States.
Preferred Qualifications:
  • Demonstrated success in achieving results through others and meeting sales objectives.
  • Strong communication skills to effectively interact with all levels of the sales organization, from senior leaders to sales consultants.
  • Ability to influence without direct authority and present compelling arguments for change and improvement.
  • Prior experience leading an external sales force and managing leaders.
  • 5+ years of previous leadership experience.
Minimum Education:
  • Knowledge, skills, and abilities typically acquired through the completion of a high school diploma and/or GED.
Preferred Education:
  • Knowledge, skills, and abilities typically acquired through the completion of a high school diploma and/or GED.
Minimum Years of Work Experience:
  • 5+ years.
Preferred Years of Work Experience:
  • 5+ years.
Minimum Leadership Experience:
  • 3+ years of previous leadership experience.
Preferred Leadership Experience:
  • 5+ years of previous leadership experience.
Certifications:
  • None required.
Competencies:
  • Action Oriented
  • Business Insights
  • Decision Quality
  • Directs Work
  • Drives Vision and Purpose
  • Manages Ambiguity
  • Collaborates
  • Manages Complexity
  • Optimizes Work Processes
  • Balances Stakeholders

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