Job Description

The Manager of Sales Optimization is responsible for identifying, designing, and scaling a standardized sales methodology across the organization to drive consistent, efficient, and high-performing selling behaviors. This role bridges strategy and execution by aligning sales processes, CRM capabilities, and digital tools (e.g., Dynamics 365, Sales Navigator) to enable frontline sellers.

Key responsibilities include evaluating and implementing best-fit sales methodologies (e.g., MEDDPICC, Sandler, Challenger), translating them into actionable sales processes, and embedding them into CRM workflows, dashboards, and performance metrics. The role partners closely with Sales Leadership, Marketing, and IT to ensure seamless integration of tools, processes, and training.

The Manager also leads change management efforts, including training programs, adoption tracking, and continuous improvement loops, ensuring sales teams are equipped to operate more effectively, improve win rates, and reduce administrative burden.

Responsibilities:

• Lead Sales Process Improvement: Strategically identify and address gaps in current sales processes to enhance overall efficiency and effectiveness.
• Facilitate Collaboration: Foster seamless collaboration across all levels of sales, corporate functional departments, and operations to evaluate both documented and undocumented sales processes.
• Drive Standardization: Align stakeholders to minimize variations in sales processes across the Communications and Security Solutions (CSS) organization, ensuring consistency and uniformity.
• Create Consolidation: Develop and implement a comprehensive strategy for posting, organizing, and communicating existing, modified, and new sales processes via the Sales Process Repository.
• Oversee Documentation: Manage the development, maintenance, and updating of detailed documentation for sales processes and procedures.
• Establish Stewardship: Implement a quality assurance measure with sales process owners to ensure all documentation is accurate, up-to-date, and adheres to company standards.
• Status Reporting: Provide regular updates on the status and progress of documentation projects.
• Partnered Capability Building: Ensure the creation and dissemination of enablement materials and programs to educate the sales team on documented processes.

Qualifications:

• Bachelors Degree – Business, Communications or related field required.
• 6 years of relevant experience required.
• Excellent written and verbal communication skills.
• Proficient in documentation tools such as Microsoft Office Suite (Word, Excel, PowerPoint, SharePoint).
• Strong organizational and project management skills.
• Strong commercial background.
• Ability to work independently and as part of a team.
• Ability to collaborate seamlessly across various departments and organizational levels.
• Detail-oriented with a focus on accuracy and simplification.
• Knowledge of sales systems, processes, and best practices.
• Proactive and self-motivated.
• Adaptable and open to change.
• Strong problem-solving abilities.
• Ability to handle multiple tasks simultaneously.
• Ability to travel 0% - 25%.

#LI-BW1

This amount is what we reasonably believe we will pay for the position; however, offer amounts may vary based on factors such as geographic location, relevant education, experience, qualifications, skills, shift, or any collective bargaining agreements.

For eligible positions, compensation may include participation in a bonus or sales incentive plan, subject to the terms and conditions of the applicable plan documents. For certain sales roles, Wesco also offers a commission structure that provides additional compensation based on sales results, as defined by the applicable commission plan.