Senior Manager, Pro Sales Representatives

Req157554

Position Purpose

The Pro Sales Representative Senior Manager is responsible for leading, developing, and motivating a team of Pro Sales Representative Managers and Pro Sales Representatives to drive revenue growth, increase market share, and enhance customer relationships with B2B customers. This role drives strategies and influences behaviors that empower Pro Sales Representative Managers to develop their teams, prospect targeted customers, and execute project-based consultative selling in partnership with in-store Pro sales teams. The Pro Sales Representative Senior Manager ensures that the team meets and exceeds top and bottom-line profitability goals while maintaining and strong focus on customer satisfaction, accountability, and a performance-driven culture. Additionally, this role builds strong relationships with cross-functional partners and in-store Pro leadership to ensure alignment with The Home Depot’s Pro growth strategy.

Key Responsibilities

• 30% - Business Growth & Performance Accountability - Drive accountability for revenue, profitability, and customer growth metrics across Pro sales teams in assigned area. Monitor Pro customer satisfaction results to gain insight into customer needs, make strategic adjustments to enhance competitive positioning. Oversee portfolio management strategies, ensuring teams optimize engagement, spend, and category penetration. Leverage Salesforce and Tableau reports, making data-driven recommendations for improvement. Proactively address gaps in sales execution and take corrective action as needed.
• 30% - Leadership & Team Development - Regularly participate in coaching sessions to provide feedback and enhance associate engagement. Build strong relationships with In-Store Pro senior leadership and cross-functional partners to create a cohesive network of support within assigned sales area. Lead weekly team meetings to align on goals, reinforce Pro initiatives, and foster camaraderie within the teams. Influence, coach, and develop Pro Sales Representative Managers to drive a strong selling culture and high performance within their teams. Foster a culture of motivation, collaboration, and accountability, ensuring managers effectively develop their teams.
• 40% - Strategic Sales Leadership - Drive targeted prospecting and customer acquisition strategies to grow wallet share and expand market presence. Advocate for Pro customer needs by analyzing market trends, competitive positioning, and sales performance metrics to inform strategic decisions. Actively evaluate and improve sales processes, tools, and methodologies to enhance overall team effectiveness. Ensure all Pro sales teams are selling all products and services, and capabilities available from the enterprise, including but not limited to Pro capabilities, preferred pricing, will call pickup, and website ordering.
  
  

Direct Manager/Direct Reports

• This Position typically reports to the VP, Pro Sales Enablement and Operations
• This Position has 4-5 Direct Reports
  
  

Travel Requirements

• Typically requires overnight travel less than 5% 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
• Working knowledge of Tableau
• Working knowledge of presentation software (e.g., Microsoft PowerPoint)
• Demonstrated ability to collaborate and work effectively with cross-functional teams
• Ability to draw accurate conclusions from financial documentation
• Demonstrated project management skills
• Ability to negotiate, handle complaints, settle disputes, and resolve grievances with both internal and external customers
• Excellent written and verbal communication skills
• Strong leadership skills with the ability to motivate and develop a sales organization
• Proven experience in B2B sales or account management
• Experience working with Salesforce or similar CRM
• Understanding and application of strategic planning to identify, target and execute plans for sales growth in areas like building supplies, construction, and lumber
  
  

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

• 6
  
  

Preferred Years Of Work Experience

• 7
  
  

Minimum Leadership Experience

• None
  
  

Preferred Leadership Experience

• None
  
  

Certifications

• None
  
  

Competencies

• Action Oriented
• Decision Quality
• Directs Work
• Builds Effective Teams
• Collaborates
• Ensures Accountability
• Plans and Aligns
• Communicates Effectively
• Develops Talent
• Drives Results
• Business Insights
• Manages Conflict