Senior Manager Sales Effectiveness

Position Purpose:

Senior Manager Sales Effectiveness for the Home Depot Installation Services organization (HDIS) 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 Division General Manager (DGM) as well as regional sales leadership teams.

Through those partnership and collaboration, senior manager sales effectiveness will assist in identifying the most effective action plans to drive success with associates, process, and technology solutions. This role will work in the field with Territory Sales Managers and Regional General Managers to identify root causes of sales gaps through design consultant ride a-longs, attending sales workshops and 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 driving divisional sales results with the respective field teams and sales center of excellence group.

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 Sales Architect to ensure effective integration of new process and products in the selling and sales management process for HDIS division. 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 division. Develop and maintain impact estimates for expected improvements from sales effectiveness/enablement investments and deliver agreed upon ROI.
  
  Facilitate and lead sales consultant assessments for the HDIS division. Work with aligned DGM and sales operations to optimize sales territories and sales infrastructure. Identify root causes of sales gaps through design consultant ride a-longs, attending sales workshops and meetings, 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. Ownership and development of division lead management strategies including the Home Services Project Specialist program. 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 Orange Model for the given roles.
  Direct Manager/Direct Reports:
  This Position typically reports to Sr. Director, Sales HDIS. This role has 0 direct reports.
  Travel Requirements:
  Typically requires overnight travel more than 50% 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:
  Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.
  Minimum Qualifications:
  Must be 18 years of age or older. Must be legally permitted to work in the United States.
  Preferred Qualifications:
  Proven track record of delivering results through others and attaining sales goals Ability to effectively communicate and navigate interactions with all levels of the sales organization, from senior leaders to sales consultants Ability to influence without authority and make compelling arguments for change/improvement Prior experience leading an outside sales force and leading leaders 1+ year of previous leadership experience
  Minimum Education:
  The knowledge, skills and abilities typically acquired through the completion of a high school diploma and/or GED.
  Preferred Education:
  The knowledge, skills and abilities typically acquired through the completion of a high school diploma and/or GED.
  Minimum Years of Work Experience:
  5
  Preferred Years of Work Experience:
  5
  Minimum Leadership Experience:
  No previous leadership experience
  Preferred Leadership Experience:
  1+ year of previous leadership experience
  Certifications:
  None
  Competencies:
  Action Oriented Business Insights Decision Quality Directs Work Drives Vision and Purpose Manages Ambiguity Collaborates Manages Complexity Optimizes Work Processes Balances Stakeholders