Manager of Strategic Initiatives & Sales Effectiveness

Company Overview 

Grainger is a global leading broad line supplier of facilities maintenance products serving businesses and institutions. Our 18,000 employees are driven to serve customers and the community in exceptional ways focusing on delivering the highest level of service. The Grainger team works closely with customers to better understand their challenges and provide cost-saving solutions. Grainger's employees serve customers more than 115,000 times every day through multiple channels. As part of a high-performing team, you’ll be able to develop your talents, and make a difference. Grainger is a Fortune 500 company and a perennial member of Fortune magazine's Most Admired Companies list.

You Will

Primary Function

The  Manager of Strategic Initiatives and Sales Effectiveness is responsible for partnering with leaders from Grainger Mexico, Grainger Latin America, and Grainger Global Export to assist in managing strategic project execution and sales effectiveness management critical to achieving short term to long-term goals. Provide the leadership the project management, communication, measurement and delivery of solutions using a continuous improvement mindset. The strategic initiatives and sales effectiveness manager provides direction, guidance, and oversight to project team members. Their main focus is to ensure successful completion of assigned objectives. This will also include identifying and align any Grainger corporate resources that could accelerate the execution of these projects. This role provides leadership in the development and execution of sales effectiveness strategies and programs designed to improve the overall productivity and effectiveness of the sales organization. Responsibilities include direct and regular interface with the assigned functional sales leader and associated leadership teams to identify and drive the most effective application of people, process and technology solutions designed to drive results.

Principal Duties & Responsibilities:

Strategic Initiatives

• Leads the coordination, project management and execution of the GMEX business B3x strategic initiatives to triple the size of the Grainger Mexico business over the next 5 years.

• Identify opportunities in streamlining business processes by leveraging or duplicating proven GUS corporate strategies

• Develop KPI’s for GMEX game changers to be reported out to leadership and key stakeholders.

• Manage strategic projects with a “process,discipline, and routines” framework.

• Identifies key milestones with target timelines and communicates successful completion on a timely basis. Works with HR to identify recognition and rewards for completion of these events.

• Leverage ES, IT and Digital business partners to scale current US platforms globally

• Drive and build relationships across departments including but not limited to Product Management, Ecommerce, Marketing, Enterprise Systems, etc. to break silos

• Promotes team effectiveness by utilizing each person’s unique talent and skills; motivating performance; fostering communication and addressing problems; influencing without authority

Sales Effectiveness

• Understand the most effective ways for the given role(s) to position themselves with the Customer for maximum effectiveness and ROI

• Identify market forces and trends that are impacting seller effectiveness and develop counter measures to address

• Lead ongoing maintenance and upkeep of the selling and sales management processes for the given roles

• Observe seller-to-customer and seller-to-sales manager interactions

Preferred Education & Experience

 MA/MS/MBA or equivalent preferred. 3-5 years of experience in related field preferred.

• Working knowledge of business strategy and financial operations

• Practical, proven project management experience and team leadership skills

• Proficient with group facilitation, and conflict techniques

• Proven track record of delivering results through others and attaining sales goals

• Ability to influence without authority and make compelling arguments for change/improvement

• Experienced with utilizing recognized project management tools and processes in a work environment

• A minimum of 3 years of major project management experience.

• Demonstrated change leader; understanding trends for future enterprise needs and steps necessary to lead change in that environment

• Ability to effectively communicate with and navigate interactions with all levels of the Sales Organization, from Senior Sales Leaders to Sellers

• Ability to meet deadlines while leading cross-functional and project teams

• Excellent written, verbal, and electronic communication skills. The incumbent must have the ability to accurately obtain, interpret, and transcribe a variety of communications and instructions

• Strong interpersonal skills and the ability to build excellent relationships with all levels across the organization

• Exhibit outstanding influencing skills to ensure project success

• Proficient with version control and change management processes, policies, and principles

• Bi-lingual in English and Spanish and able to communicate across the business in both languages with proficiency, both written and verbal

• Global experience a plus

• PMP certification a plus

• Finance Background/Experience a plus

• Knowledge of CRM, SFA and mobile technologies a plus Sales Effectiveness (Cont.)

• Provide feedback and input on execution and identify trends/patterns to develop a more in-depth perspective on effectiveness

• Ensure effective application of the Selling & Sales Management processes at all levels; build and implement effective training, communication, adoption and change management plans

• Partners to ensure that Leaders at all levels are effectively driving adoption and utilization of deployed initiatives, tools and offers

• Identify and manage to critical success criteria and key performance metrics for productivity and efficiency of the given sales roles

• Develop and maintain impact estimates for expected improvements from sales effectiveness/ enablement investments and deliver agreed-upon ROI

• Serve as the primary liaison between the given function and the Sales Technology COE; lead the requirements gathering and needs documentation for the given roles

• Work collaboratively with the Sales Hiring, On-Boarding and Training COE to load and prioritize critical improvement and new capability development opportunities

• Work collaboratively with the Sales Technology COE to load and prioritize critical improvement and new capability development opportunities

• Establish effective internal and external working relationships to ensure Grainger maintains

DE&I Statement

Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.