Job Description

DESCRIPTION

A dreamy business offering has at least four characteristics. Customers love it, it can grow to very large size, it has strong returns on capital, and its durable in timewith the potential to endure for decades. When you find one of these, dont just swipe right, get married. Jeff Bezos

Are you ready for the next step in your career building on your skills as a leader, innovator, and collaborator? Are you ready to work with colleagues that will inspire and challenge you to have fun, work hard and make history? Are you ready to help unlock a $2 trillion (yes trillion) business opportunity for Amazon? We may have a role for you

The Amazon Business (AB) seller marketplace team is driving next wave of growth for our Business Customers (Enterprise and SMB) purchasing needs, by innovating across a broad spectrum of functions including expanding our selection, offering everyday low prices, improving the world-class delivery, and providing exceptional convenience. We are disrupting the status quo by delivering new, efficient purchasing solutions to individual proprietors, to small-medium businesses, to global organizations (and everything in between).

We are seeking a dynamic and motivated Sales Manager to lead our Technology, Office, and Education 3P Seller segment, including recruiting and strategic account development for both Mid-Market and Enterprise Sellers. This segment objective is to delight business customers in all industries in their search for a range of products, including personal computing needs, enterprise IT equipment, general electronics, office products, business furniture, school supplies, and education materials. In this role you will: collaborate with Amazon Business Category teams to create and execute a selection expansion approach to delight our end customers; own the strategy to recruit and grow our B2B marketplace Sellers; drive account strategies which will enable our Sellers to maximize their success selling via Amazon Business; and innovate new business models with Sellers and Customers to build breakthrough business opportunities and multi-year growth for Amazon Business. You will be leading a team of high-performing reps and Sales Managers, and you will need to help them identify, prioritize, and operationalize their individual action plans. Our Sellers are our Customers, and we want you to bring a passion for their success to this role.

Core Responsibilities:
Set overall business direction for the Technology, Office, and Education Seller segment, including selection strategy and recruitment and growth targets across our largest OEM, Brand, and Distributor sellers, as well as for our mid-market sellers
Train and coach sales team to identify, qualify, and engage with prospective sellers for the Amazon Business Marketplace while creating a clear value proposition of selling to business customers on Amazon and making best use of Amazon Business features
Rigorously focus on the key inputs to the sellers business (e.g., Selection, Pricing, Fulfillment capabilities) and create strategic account growth plans that drive communication at all levels of Strategic Sellers organization, establish mutual accountability, and manage towards a growth plan
Meet or exceed team quotas, revenue targets, feature adoption goals, and operational metrics
Develop and execute cross-functional concepts for major new Go To Market (GTM) capabilities, such as in pricing, services capabilities, or major seller partnerships, and work cross-functionally to implement and operationalize these breakthrough ideas
Work with category, product, marketing, operations, and lead generation teams to optimize new B2B seller recruitment and existing seller performance improvement
Own the voice of the seller, and advocate on their behalf to influence product roadmap, lead generation, integration process, and reporting activities
Maintain tight visibility to your book of business and conduct deep dive analysis; provide routine executive-level reporting on the Sellers current business and future opportunities; apply your curiosity to uncover areas of opportunity; publish recommendations and action plans based on data
Utilize CRM tools such as Salesforce and business intelligence dashboards to track all pertinent account information and sales progress as well as forecast and prioritize to achieve quarterly goals
Develop a thorough understanding of the segments industry dynamics and competitive environment, including knowledge of competitive product offerings and profitability drivers for Sellers
Manage additional projects concurrently with managing daily production, such as Amazon Business-wide GTM improvements, feature pilots, sales team capability building, and internal Amazon partnerships
Lead a team of 15-20 Sales Representatives and Sales Managers; Hire, develop, and retain top talent in a fast-paced work environment of high performing sales professionals.

BASIC QUALIFICATIONS

BA/BS degree required
8+ years of successful business-to-business (B2B) sales and management experience, preferably in the e-commerce, retail technology, SaaS, or software industries
Sound business judgment, proven ability to influence others
Proficient analytical skills including Microsoft Excel
Effective written communication and presentation skills
Ability to work with legal, product, and internal business owners to reach mutually beneficial agreements
Ability to prioritize and manage multiple responsibilities
Ability to thrive in an ambiguous environment
Demonstrated success in hiring and leading a team to exceed sales targets
Customer Obsessed

PREFERRED QUALIFICATIONS

MBA degree preferred
Experience leading adoption of customer-centric sales methodologies and account planning
Experience using Salesforce.com or other CRM tool
Experience selling nascent products/services into new categories and market segments
Strong project management skills
Creative, has initiative, and can constructively advocate on behalf of the customer
Experience with top e-commerce company