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Sr Program Manager, B2B Sales

Reference ID: 1064974

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PURPOSE OF JOB

The Preferred B2B Customer Program (PCAM) is Staples Canada's leading small to medium sized business program and a critical part of the growth of the digital business. As an essential member of the leadership team you are responsible for the overall strategic development of the PCAM Program. Introducing new features, paid membership strategies, recognition programs, lead generation strategies, sales force structure, segmented selling and customer credit are areas of prime responsibility. Lead all omnichannel initiatives in partnership with the stores. This role has one direct report (Program Specialist) and is accountable for driving key sales and performance metrics.

PRIMARY DUTIES AND RESPONSIBILITIES


Lead Generation Strategy


    •Design and implement a lead generation strategy to constantly fill the inside sales pipeline for new program activations•Design and enhance criteria for outbound call lists, explore new sources of lists•Expand digital and social channels for lead generation•Develop third party channel partnerships with banks, insurance, Canada Post, etc.•Develop referral program with existing customers


Paid Membership Strategy

    •Design a tiered best-in-class paid membership strategy for PCAM across various segments•Drive new membership enrollments through activation campaigns and promotions•Stay current on the evolution of retail and business membership programs in the market

Program Feature and Benefit Development

    •Develop a pipeline of non-price features and benefits to add value to the PCAM program•Conduct research with current and prospective PCAM customers•Develop programs to leverage partnerships, associations and buying groups. •Stay abreast of industry small business programs and incorporate best practices into PCAM


Customer Credit

    •Improve the business customer credit experience in terms of expediting approvals, flexible terms, communication and streamlined processes •Develop the go-forward business case and solution for managing customer credit and collections beyond the current credit card solution •Develop long term solution in partnership with the Stores and Business Services business units


Salesforce Structure and Specialized Programs

    •Provide key input on optimal sales structure (eg. headcount, span of control, roles, ROI)•Work in partnership with sales team and merchandising to design specialized sales programs and teams to approach segmented selling (eg, education, eComm retailers, medical, automotive, warehouse)


PCAM Sales Support and Marketing

    •Manage the marketing and promotional strategy for the program•Leverage personalization tools to develop 1-1 and trigger based communications•Create cutting-edge customer facing sales collateral and presentations•Lead the design and plan for participation in industry trade shows to promote PCAM to prospects


Sales Rep Incentive and Training Programs

    •Develop periodic sales contests for all sales teams •Plan the President's Club trip, the annual sales incentive program for top performers•Work in partnership with sales to develop sales rep training curriculum

Merchandising Liason

    •Act as the key contact to manage a proactive relationship with the new Merchandising team•Meet regularily with buyers to review sales and margin initiatives for key categories•Create a schedule for vendor and product demos at the call centres

Unified Commerce


    •Act as the PCAM lead for all unified commerce initiatives and projects with the Store Business Development and Business Services teams•Gather customer and sales rep input to guide feature enhancements on PCAM.ca

Team Management

    •Lead and develop 1-2 program specialists with the potential for future expansion

PHYSICAL DEMANDS / WORKING CONDITIONS

    •Office environment•This role involves 5% travel through Canada.

RECOMMENDED QUALIFICATIONS


Knowledge / Skill Requirements:


    •Proactive and self-motivated work style with proven ability to manage multiple projects in a dynamic environment •Strong and effective communication (both written & oral) and interpersonal skills; ability to connect at all levels from front line sales reps to senior management•Ability to influence and sell new concepts both internally and to potential external partners•Project Management and Facilitation skills


Experience:

    •Minimum of 5 years experience in a product/program/project development role•Familiarity with Agile development concepts•Experience working in a sales environment and/or mutli-channel retail environment

Education:

    •Bachelor Level degree in Business or Marketing or a similar program



#LI-DV1

Staples is committed to providing accommodation to people with disabilities throughout the job application and interview process to the point of undue hardship. If you require an accommodation during the application or interview process, please contact a Customer Care Representative at 1-866-782-7537.

Posted: December 13, 2018
Closes: February 11, 2019
Email Address:
Company Info
Size:
10,000+ employees
Industry:
Retail

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About Staples Canada

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