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Sales Effectiveness Specialist

Date: Jun 21, 2019

Location: LAKE FOREST, IL, US, 600455202

Company: Grainger

Company Overview

Grainger is a broad line, business-to-business distributor of maintenance, repair and operating (MRO) supplies and other related products and services. More than 3.2 million businesses and institutions worldwide rely on Grainger for products such as safety gloves, ladders, motors and janitorial supplies, along with services like inventory management and technical support. These customers represent a broad collection of industries including commercial, government, healthcare and manufacturing. They place orders online, on mobile devices, through sales representatives, over the phone and at local branches. Approximately 5,000 suppliers provide Grainger with more than 1.6 million products stocked in Grainger’s distribution centers and branches worldwide.

Position Description

Responsible for the ongoing execution and improvement of sales effectiveness and sales operations programs and processes.  Works independently and cross-functionally to implement programs, projects and initiatives.  This individual will create and deliver content in support of skill building for the Sales Organization (e.g. seller playbooks, coaching guides, etc.).  Responsibilities will also include building and supporting strong communication plans and stakeholder updates.  The results of these efforts are designed to meet or exceed the strategic or tactical objectives set forth by the US Sales Organization and executive leadership team. 

  • Sales Effectiveness Programs:  Responsible for planning, organizing and tracking activities required to support and improve key areas of sales effectiveness and sales operations.  Primary emphasis may include one or some of the following: mobility, CRM, hiring, onboarding, training, coverage and support.
  • Process & Project Coordination: Coordinates and manages projects and tracks deliverables for ongoing programs and key initiatives of the Sales Effectiveness Team. Effectively organizes, schedules and completes critical tasks and activities, maintaining an accurate record of the work and timelines.
  • Process Improvement & Documentation:  Identifies opportunities for improvement and coordinates the implementation of process improvements to support key initiatives and programs. Provides input to the ongoing enhancement of tools to support processes.  Documents new business processes.
  • Cross-functional Collaboration:  Effectively partners and collaborates with key stakeholders at all levels, influencing across various functions and departments; Develops and coordinates communication both within the team and across other teams/functions as needed.
  • Consulting Relationship Coordination:  Manages day-to-day interaction with external Sales Effectiveness vendors or consultants. Manages the creation of accurate contracts, completion of deliverables, receipt of goods and payment, and tracks consulting relationships to ensure costs are managed accurately and effectively.

Position Requirements:

  • 1-3 years of experience in related field.
  • Strong communications skills are a must – ability to develop / write / deliver critical and impactful communications to the sales organization.
  • Demonstrates strong project coordination/management skills.
  • Ability to work collaboratively in a team environment and build rapport and credibility.
  • Willingness to hold others accountable for deliverables and timelines.
  • Exhibits process orientation and ability to create standard work procedures.
  • Takes initiative to implement improvement opportunities.
  • Exhibits strong resource coordination, influence and management skills.
  • Demonstrated problem solving ability and critical thinking skills.
  • Effective informal and formal presentation skills.
  • Strong listening and communication skills, both verbal and written.
  • Demonstrates internal and external customer focus.
  • Proficiency in Excel and PowerPoint required.  Experience with podcasts and other delivery channels beneficial.
  • Previous Grainger Sales experience a plus.
  • Cross-functional experience (Sales, Marketing, Finance, Customer Service, Enterprise Systems a plus.
  • College degree preferred.

EEOC 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.


Job Segment: Sales Operations, Consulting, CRM, Business Process, Sales, Technology, Management

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