Department Manager, Sales Capability Development & Analysis

Department Manager - Sales Capability Development & Analysis will be a pivotal senior leader within the B2B Sales division, responsible for defining, leading, and executing the overarching strategy for sales force effectiveness.

• Define and execute a comprehensive sales capability development strategy aligned with Group Wholesales' B2B sales objectives, revenue targets, and market expansion plans.

• Identify current and future skill gaps within the B2B sales force through rigorous needs assessments and performance analysis.

• Design, develop, and implement progressive learning paths, training modules, and coaching programs for all sales roles (e.g., new hire onboarding, product knowledge, advanced selling skills, negotiation, key account management, CRM utilization).

• Lead the collection, analysis, and interpretation of complex sales performance data (e.g., sales funnel metrics, conversion rates, territory performance, customer segmentation, call activity, sales cycle length).

• Utilize advanced analytical techniques to identify trends, correlations, root causes of performance variations, and actionable insights to improve sales effectiveness.

• Provide data-driven recommendations to optimize sales strategies, resource allocation, and target setting.

• Oversee the effective utilization and continuous enhancement of sales enablement tools and technologies, including CRM systems (e.g., Salesforce), sales intelligence platforms, and reporting tools.

• Identify and lead initiatives to optimize and standardize sales processes across the B2B sales division, leveraging technology and best practices.

• Ensure consistency in sales methodologies, reporting standards, and performance management frameworks.

• Lead, mentor, and develop a high-performing team of Sales Capability Specialists, Sales Trainers, Sales Analysts, and CRM Administrators.

• Manage resource allocation, project prioritization, and workload distribution within the department.

• Partner closely with B2B Sales leadership, HR (for talent management and L&D), Marketing (for sales collateral and campaigns), Product (for product knowledge), and IT to ensure integrated strategies and seamless support for the sales force.

• Bachelor's degree in Business Administration, Sales, Marketing, Data Science, or a related quantitative field. An MBA or relevant professional certifications (e.g., Sales Leadership, CRM Administration, Data Analytics, Learning & Development, Coaching) are highly desirable.

• Minimum of 5-7 years of progressive experience in B2B sales, sales operations, sales enablement, or sales training.

• At least 3-5 years in a senior leadership or managerial capacity, specifically managing a sales capability, sales operations, or sales analytics function in a large B2B wholesale or distribution environment.

• Proven track record of driving significant and measurable improvements in sales productivity, effectiveness, and quota attainment through capability development and data-driven insights.

• Extensive hands-on experience with CRM systems (e.g., Salesforce) and advanced analytical tools.

• Deep understanding of B2B sales cycles, sales methodologies, and key performance indicators.

• Experience in designing and delivering impactful training and coaching programs.

• Expert proficiency in CRM systems (e.g., Salesforce administration, reporting, customization).

• Strong analytical skills with expert proficiency in Microsoft Excel for complex data modeling and analysis.

• Understanding of sales forecasting methodologies and territory planning.

• Familiarity with sales engagement platforms and other sales tech stack tools.

• Exceptional leadership, strategic thinking, and commercial acumen.

• Outstanding communication (written and verbal) and presentation skills, with the ability to articulate complex analytical insights and strategic recommendations persuasively to diverse audiences, including executive leadership.

• Superior interpersonal, coaching, and influencing skills, with the ability to build strong relationships and drive collaboration across departments.

• Highly organized, results-oriented, and capable of managing multiple complex priorities and projects simultaneously.