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.