Head of Sales- Coupons

Chicago, IL, US

Job Description / Skills Required

Requisition ID: R11572
We are seeking an exceptional individual to lead Groupon Coupons’ growing sales organization. You will drive strategic expansion of new business, develop strong client relationships, and contribute to the organization’s sales and customer growth goals. As Coupons is a small team and a “startup within a startup”, we value hunger and speed. A keen intelligence, unrelenting drive, curiosity, confidence, sales savvy and ability to self-start are necessities for this role.

The Head of Sales – Coupons will lead and develop the Coupons sales team, maintain high productivity levels, achieve revenue targets, expand the number of active merchants in the Groupon market place and continue to grow the organization. This manager will ensure revenue expansion targets are met by developing and improving sales and service processes and tools, and working closely with internal teams to continuously improve Groupon Coupons offerings for our customers and advertising partners.

Areas of Responsibility:

Motivate and lead a team of Coupons sales executives to meet and exceed team and individual commission and paid placement (ad sales) revenue goals

Develop, train, mentor, and coach team members on all sales and service aspects including pipeline management, people management, and sales and customer service skills; specific area of skills includes: 1) sales process, 2) structuring offers, 3) negotiating rates, 4) preparing Merchants for new campaigns and offers, 5) resolving Merchant issues and questions and 5) providing value added services to Merchants

Assist in identification of and implementing strategic operational and process improvement opportunities which drive higher levels of organizational efficiency

Develop “book of business” strategies that direct targeted representative activities towards specific Merchants in such a way that Merchant value and tenure is increased; coordinate and monitor strategies; examples could include merchandizing strategies, category specific strategies, or strategies against high or low performing merchant deals; coach and monitor team members on strategies

Monitor team delivery of key secondary metrics including: 1) asset prep turnaround time, 2) Groupon-exlusive offers, 3) campaign performance reports, 4) customer engagement and 5) merchant satisfaction survey results

Identify and implement Merchant “value added” offerings which deepen the Merchant relationship with Groupon; examples could include proactive ROI analysis, Merchant training on Groupon assets or strategies to improve campaign performance.

Identify and remove roadblocks which impact team member’s ability to meet and exceed performance goals; support will include working with other organizations within Groupon including Content & Operations, Product, Search Marketing and Merchandising

Create and maintain a positive and motivating team culture

Attributes for Success:

Track record developing sales strategy and executing across key sales operations areas, specifically in account segmentation, sales pitch development, lead management, process improvement and reporting/analytics

Experience in e-commerce, digital marketing or advertising

Extreme comfort in ambiguous, fast-paced environments

Analytical and able to make data-driven decisions

Well organized; able to manage multiple priorities

Comfort driving and guiding sales reps through challenging sales situations

Fearless enthusiasm for sales and ability to drive results

Demonstrated success selling to Fortune 500 companies

Experience in leading others to meet and exceed measurable sales and revenue goals

Excellent written and verbal communications skills – able to multi task, prioritize and coordinate resources

Demonstrated levels of dedication and ownership required to succeed at start-up speed

Ability to coordinate effectively across multiple functional areas with competing priorities and deadlines

Hands-on ability to drive sales by role modeling skills and competencies to a diverse group with varying experience

Strong network with decision-makers within the retail industry


6+ years of professional experience

3+ years of sales management experience

Bachelors degree required

Documented over-achievement of sales goals/targets

Groupon provides a global marketplace where people can buy just about anything, anywhere, anytime. We’re enabling real-time commerce across an expanding range of categories including local businesses, travel destinations, consumer products, and live or lively events. At the same time, we are providing advertising options and tools that merchants can use to grow and manage their businesses. Culturally, we believe that great people make great companies and that starting with the customer and working backward moves us forward. Community matters to us on an internal, local and global scale—it’s fundamental to our company’s growth and to the well-being of the world at large. We also value self-awareness, candor, lunch and WiFi. If we match with you, please apply to join us.