Wayfair is hiring a

Business Analyst, B2B Sales Strategy

Boston, United States
Full-Time

Senior Analyst, B2B Activation Program Management

Wayfair’s B2B business, Wayfair Professional, is looking for an experienced professional to guide customer engagement within its Activation business unit, focused on giving newly-enrolled customers the best possible Sales experience.  Wayfair Professional helps millions of businesses make good spaces great. We serve customers in the Office, Hospitality, Interior Design, Contractor, Property Management and other sectors, with a broad assortment across furniture, fixtures and decor.

Wayfair Professional has grown rapidly and we are looking for talented individuals to help delight new customer experiences through amazing Sales experiences.   As the Senior Analyst of B2B Activation Program Management, you will develop and drive the client engagement model across all Activation customers, ranging from new Interior Designers to Property Managers with dozens of property under management.  You will be focused on identifying ways to best set our Enrollment & Onboarding sales teams up for success with their diverse books of customers.  You will work to improve the existing programs, test new efforts, and advocate strategic asks to cross-functional teams across Wayfair, leveraging data to make strategic decisions. 

Key responsibilities:

-Establish & maintain a shared understanding of unit economics and KPIs for program(s) under ownership, powering a shared fact base for senior leadership and cross-functional partners to enable understanding of program progress, needs, and areas of opportunity Understand business levers to maximize revenue & profitability and pursue test & learn strategy to refine and update that understanding as business evolves

- Help create repeatable playbook for sales success through specific sales engagement tactics around understanding customer needs, management of books, generating reasons for productive calls, and generally providing value for customers

-Partner with Sales leadership & front line Sales managers to establish and execute strategic & operational roadmap that supports their ability to achieve stretch revenue goals

-Partner with Sales leadership to help design clear Sales roles and responsibilities based on customer needs and rep experience, while working with Sales Operations to develop & implement compensation plans that maximize program impact

-Develop framework for making profitable headcount and territory management decisions that drive program success

-Represent Sales teams in cross-functional initiatives and decision making to secure resources & ensure program-specific nuances, bandwidth, and enablement considerations are factored into broader roadmaps and initiatives 

Skills/requirements:

-2+ years professional experience dealing with complexity in a business environment BA/BS degree, with strong academic record

-Proven track record of taking ownership and driving results Strong project management, problem solving, and analytical skills

-Demonstrated experience with cross-functional collaboration and influence

-Excellent written and verbal communication skills

-An affinity for data and proficiency with Excel (experience with SQL a plus)

-Rigorous and transparent organization and execution

-Openness to change and comfort with ambiguity, given the high growth nature of our business

-Strong team orientation, sense of humor, and enthusiastic attitude

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