Wayfair Professional is a multi-billion dollar business serving 1.3M active customers across several industries, with a focus on Office, Interior Design, and Contractor. We serve these customers online via a credentialed-only site experience (broken into different aisles for our top industries, with gated pricing), and offline with a ~500-person Sales organization that is structured to accommodate both vertical expertise (e.g., Interior Design, Contractor, Office, Edu) and account potential / complexity (large ‘Enterprise’ down to lower-value pooled Sales in ‘On Demand’).
Wayfair Professional is seeking an experienced Account Executive to own, nurture and grow an Enterprise book of business that is centered around Hospitality Procurement and Hospitality Property Management accounts. Experience should include; designing and executing outbound book management strategies, a track record of achieving and exceeding key performance metrics, developing feedback loops to track KPIs, experience executing project plans with multiple stakeholders involved, strategy development and execution. The individual must be self-motivated, goal-oriented, customer centric, team-oriented and must demonstrate the ability to thrive in a fast-paced environment.
What you will do:
- In this role, you will directly manage 1 Enterprise Development Manager (EDM) and be responsible for the continued growth of an Enterprise level book of business
- Nurture and develop enterprise level accounts, growing book of business to 10+ $1M accounts
- Manage existing accounts, developing and executing account strategies, and ensuring customer satisfaction by performing a top down sales approach
- Lead the sales process through opportunity pipeline management, create tailored proposals to address client needs, establish contract and rebate programs to lock in programmatic sales
- Leverage data to drive strategic sales decisions (proactive outreach, profitability, wallet penetration)
- Establish strong relationships and ensure customer satisfaction by prospecting, networking (including attending trade shows, customer visits, etc.) and maintain communication at the executive level
- Collaborate and coach EDM for upsell and cross-sell opportunities
- Partner with cross functional teams like Design, Large Projects/Project Management, Marketing, Sales Tech, and Category by providing feedback to deliver the right value to our customers
- Make sure their pod is up to date on industry trends, product knowledge and enhancing their sales processes for greater efficiency
What you will need:
- 6-10+ years experience in Sales / Category Management / Sales Leadership, or Business Development - B2B preferred
- Demonstrated experience delivering against aggressive goals in a fast-paced, rapidly changing environment
- Ability to travel up to 10-12 times per year to attend industry specific events and/or in person client meetings
- Clear and structured communication (verbal and written)
- Ability to hit the ground running, self-starter
- Ability to manage and prioritize multiple initiatives, and to delegate tasks appropriately
- Innovative problem-solving skills – dissect and determine root causes of problems, and implement solution
- Experience with Client Relationship Management Systems (Salesforce a plus)
- Experience in the Hospitality industry, specifically with management companies and boutique spaces a plus
The salary range (or base pay range) for this position is $68,400-$76,000 (not including Variable Compensation Target Value). The Compensation team determines internal offers based on your current position/level, your location, and the new position. As you move through the internal interview process, your recruiter will be able to provide additional details regarding your specific application. Please note, Internal offers are not negotiable.
For state-specific application information, please review the following applicant notices.
About Wayfair Inc.
Wayfair is one of the world’s largest online destinations for the home. Whether you work in our global headquarters in Boston or Berlin, or in our warehouses or offices throughout the world, we’re reinventing the way people shop for their homes. Through our commitment to industry-leading technology and creative problem-solving, we are confident that Wayfair will be home to the most rewarding work of your career. If you’re looking for rapid growth, constant learning, and dynamic challenges, then you’ll find that amazing career opportunities are knocking.
No matter who you are, Wayfair is a place you can call home. We’re a community of innovators, risk-takers, and trailblazers who celebrate our differences, and know that our unique perspectives make us stronger, smarter, and well-positioned for success. We value and rely on the collective voices of our employees, customers, community, and suppliers to help guide us as we build a better Wayfair – and world – for all. Every voice, every perspective matters. That’s why we’re proud to be an equal opportunity employer. We do not discriminate on the basis of race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, genetic information, or any other legally protected characteristic.
Your personal data is processed in accordance with our Candidate Privacy Notice (https://www.wayfair.com/careers/privacy). If you have any questions or wish to exercise your rights under applicable privacy and data protection laws, please contact us at [email protected].
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What We Do
Wayfair is the destination for all things home: helping everyone, anywhere create their feeling of home. From expert customer service, to the development of tools that make the shopping process easier, to carrying one of the widest and deepest selections of items for every space, style, and budget, Wayfair gives everyone the power to create spaces that are just right for them.
