Digital Sales Rep Manager

Req181925

Position Purpose

The Digital Sales Representative Manager leads and develops a high-performing team focused on digital B2B sales that drives revenue growth, expand market share, and elevate the customer experience across eProcurement and integrated digital channels. This role is accountable for executing sales strategies that build pipeline, convert demand, and accelerate adoption of eProcurement, Pro Trade Credit (PTC), and related digital capabilities. The manager coaches and mentors the team, fosters a performance-driven culture, and oversees a portfolio of national affiliation and named B2B accounts requiring onboarding, account configuration, and issue resolution. Success in this role requires strong knowledge of eProcurement workflows, electronic transaction processes, and cross-functional partnership to advance The Home Depot’s Pro growth strategy.

Key Responsibilities

• 30% - Customer Engagement & Relationship Management - Provide solutions and guidance to direct reports for customer resolution. Oversee and support Pro Sales Representatives in identifying new sales opportunities. Partner with Pro Sales Representative Sr. Manager to review sales calls, analyze account insights, and identify business opportunities. Serve as point of escalation for transaction and take partnership cross-functionally to ensure customer satisfaction.
• 40% - Leadership & Team Development Provide hands-on coaching, training, and mentorship in sales management and relationship building strategies. Foster a results oriented and customer focused culture that drives engagement and performance. Provide regular and timely performance feedback in order to improve and maintain team performance metrics. Recruit, develop, and lead a high-performing team of Pro Sales Representatives.
• 30% - Operational Excellence - Troubleshoot operational challenges, identify process improvements, and coordinate training for direct reports. Oversee daily team operations, including workload distribution and ensuring service level quality. Track and analyze key performance metrics, including sales, gross margin, and customer engagement, transaction volume, and adoption of digital tools (eProcurement/CMT where applicable). Ensure consistent use of CRM and reporting tools to improve visibility into pipeline, onboarding status, and customer health.
  
  

Direct Manager/Direct Reports

• This position typically reports to a Digital Sales/Pro integrations senior leader (e.g., Sr. Manager/Director)
• This Position has 4 direct reports (team size may vary based on scope and pilot/maturity)
  
  

Travel Requirements

• Typically requires overnight travel less than 25% of the time.
  
  

Physical Requirements

• Most of the time is spent sitting in a comfortable position and there is frequent opportunity to move about. On rare occasions, there may be a need to move or lift light articles.
  
  

Working Conditions

• Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.
  
  

Minimum Qualifications

• Must be 18 years of age or older
• Must be legally permitted to work in the United States
  
  

Preferred Qualifications

• Working knowledge of Microsoft Office Suite and comfort working with operational dashboards and reporting
• Working knowledge of presentation software (e.g., Microsoft PowerPoint) to communicate insights, performance, and customer needs to stakeholders
• Demonstrated ability to collaborate and work effectively with cross-functional with Sales, Product, Operations/Support, and Technology teams to resolve customer issues and drive adoption of new capabilities
• Demonstrated project management skills, including customer onboarding coordination and stakeholder management
• Ability to negotiate, handle complaints, settle disputes, and resolve grievances with both internal and external customers, including invoice disputes, payment holds, and onboarding blockers
• Excellent written and verbal communication skills
• Strong leadership skills with the ability to motivate and develop sales associates
• Experience working with Salesforce or similar CRM, including pipeline management, activity tracking, and customer health reporting
• Ability to analyze sales data and implement strategies to improve team performance
• Understanding of eProcurement and/or digital integrations, including concepts such as punchout/storefront workflows, Spend Management Systems (SMS), and electronic data exchange (POs, order confirmations, ASNs, invoices) using formats like cXML/EDI
  
  

Minimum Education

• The knowledge, skills and abilities typically acquired through the completion of a high school diploma and/or GED.
  
  

Preferred Education

• The knowledge, skills and abilities typically acquired through the completion of a bachelor's degree program or equivalent degree in a field of study related to the job.
  
  

Minimum Years Of Work Experience

• 4
  
  

Preferred Years Of Work Experience

• 5
  
  

Minimum Leadership Experience

• None
  
  

Preferred Leadership Experience

• None
  
  

Certifications

• None
  
  

Competencies

• Action Oriented
• Collaborates
• Drives Engagement
• Ensures Accountability
• Communicates Effectively
• Customer Focus
• Develops Talent
• Drives Results
• Manages Conflict