DESCRIPTION

Are you passionate about books? Do you enjoy B2B sales? Do complex challenges excite you? If so, our team might be just the fit for you!

We are seeking a dynamic and motivated Sales Manager to lead our Commercial segment, including recruiting and strategic account development for both Mid-Market and Enterprise Sellers. This segment objective is to delight business customers in all industries in their search for Bulk Books in any format. Print, Digital, and Audio.
In this role you will: collaborate with Amazon Business teams, Product Management teams, and other cross functional teams, to create and execute new and expanding B2B Business needs and requirements to delight our end customers; own the strategy to recruit and grow our expanding Commercial customer base; drive account strategies which will enable our Sales Team to maximize their success selling via Amazon Business; and innovate new business models with the team to deliver breakthrough business opportunities and multi-year growth for Amazon Books. You will be leading a team of high-performing reps and Sales Managers, and you will need to help them identify, prioritize, and operationalize their individual action plans.
Responsibilities:
• Set overall business direction for the Commercial, Gov’t, and Non-Profit segments, including strategy, recruitment, and growth targets.
• Train and coach sales team to identify, qualify, and engage with prospective customers while creating a clear value proposition of selling to business customers on Amazon and making best use of Amazon Books offerings through Amazon Business.
• Rigorously focus on the key inputs to the books business (e.g., Selection, Pricing, Fulfillment capabilities) and create strategic account growth plans that drive communication at all levels of the sales organization, establish mutual accountability, and manage towards a growth plan
• Meet or exceed team quotas, revenue targets, feature adoption goals, and operational metrics
• Develop and execute cross-functional concepts for major new Go To Market (GTM) capabilities, such as in pricing, services capabilities, and work cross-functionally to implement and operationalize these breakthrough ideas
• Own the voice of the customer, and advocate on their behalf to influence product roadmap, lead generation, integration process, and reporting activities
• Maintain tight visibility to your book of business and conduct deep dive analysis; provide routine executive-level reporting on the customers current business and future opportunities; apply your curiosity to uncover areas of opportunity; publish recommendations and action plans based on data
• Utilize CRM tools such as Salesforce and business intelligence dashboards to track all pertinent account information and sales progress as well as forecast and prioritize to achieve quarterly goals
• Develop a thorough understanding of the segment’s industry dynamics and competitive environment, including knowledge of competitive product offerings and profitability drivers.
• Manage additional projects concurrently with managing daily production, such as Amazon Business-wide GTM improvements, feature pilots, sales team capability building, and internal Amazon partnerships
• Lead a team of 5 – 7 Sales Representatives: Hire, develop, and retain top talent in a fast-paced work environment of high performing sales professionals.

Basic qualifications
• BA/BS degree or equivalent experience
• 5+ years of successful business-to-business (B2B) sales and management experience, preferably in the e-commerce, retail technology, SaaS, or software industries
• 2+ years’ of people management experience

Preferred qualifications
• Bachelor’s degree
• Strong performance and quota achievement record
• Ability to succeed in dynamic, loosely structured sales environment
• Proficient analytical skills including Microsoft Excel
• Effective written communication and presentation skills

BASIC QUALIFICATIONS

– Bachelor’s degree
– Experience analyzing data and best practices to assess performance drivers
– Experience influencing internal and external stakeholders
– Experience using analytical, account management, and productivity tools, such as, Oracle Business Intelligence, SalesForce, Tableau, or similar
– Experience with Doubleclick (XSM, DFP), AdJuster or Salesforce

PREFERRED QUALIFICATIONS

– People Management

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $121,200/year in our lowest geographic market up to $200,400/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.

USA, WA, Seattle