Manager - Sales Optimization

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%.

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About UsThis 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. About the TeamAt Wesco, we build, connect, power and protect the world. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on. ​ Our Company’s greatest asset is our people. Wesco is committed to fostering a workplace where every individual is respected, valued, and empowered to succeed. We promote a culture that is grounded in teamwork and respect. With a workforce of over 20,000 people worldwide, we embrace the unique perspectives each person brings. Through comprehensive benefits and active community engagement, we create an environment where every team member has the opportunity to thrive.  ​ Learn more about Working at Wesco here and apply online today!​ Founded in 1922 and headquartered in Pittsburgh, Wesco is a publicly traded (NYSE: WCC) FORTUNE 500® company.​ Wesco International, Inc., including its subsidiaries and affiliates (“Wesco”) provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. US applicants only, we are an Equal Opportunity Employer.​Los Angeles Unincorporated County Candidates Only: Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance and the California Fair Chance Act.