Sales Manager - Trade

Wayfair; Chicago (IL); On-site; USD 120,000 - 125,000; Full time

Job summary

Wayfair seeks a talented leader to supervise a team of B2B Sales Account Managers in its Professional division. You will coach on new business development through pre-generated leads and nurture growth across existing client portfolios, ensuring strong relationships and consistent performance.

You will manage performance with side-by-side coaching, call monitoring, and regular feedback, while collaborating with cross-functional teams to optimize outcomes for commercial office customers.

Qualifications

• 3-5 years of experience managing people in a professional environment, prefer B2B Sales/Account Management/Customer Care backgrounds.
• Bachelor’s degree required.
• Strong analytical skills and the ability to use data to drive outcomes.

Responsibilities

• Supervise a team of B2B Sales Account Managers.
• Coach Account Managers on developing new business through pre-generated leads and growing existing accounts.
• Provide coaching, performance management, and regular assessments for direct reports.

Skills

People management

Analytical skills

Interpersonal skills

Education

Bachelor's degree

Job description

Compensation: The estimated total compensation for this role ranges from $120,000 to $125,000, consisting of a competitive base salary, a performance-based bonus and equity. Please note: that the base salary portion of this package is location-dependent and may be adjusted based on the cost of labor in your primary work region. We will provide a specific breakdown tailored to your location during the first interview.

The Wayfair Professional B2B Sales Department seeks a talented, entrepreneurial individual with a proven track record and a natural passion for leading and growing people. This role entails the direct supervision of a team of B2B Sales Account Managers, utilizing a hands‑on approach to ensure consistent and effective delivery of new business through pre-generated leads and continual growth of established business accounts.

What You’ll Do:

• Supervise a team of B2B Sales Account Managers with varying skill levels and business experience.
• Coach Account Managers on strategies for developing new business through pre-generated leads and ensuring the growth of existing accounts by fostering and maintaining strong business relationships.
• Provide extensive coaching, consulting, and performance management through side-by-side observations, quality assurance (call monitoring) reviews, leading team meetings, and conducting regular performance assessments with direct reports.
• Motivate and engage the team to meet or exceed key performance and activity metrics.
• Develop team members into strong self-managers by honing their time management skills and selling techniques.
• Analyze sales trends based on historical data to ensure strong performance and address performance gaps.
• Make recommendations and take corrective action to manage the performance of direct reports, the team, and the B2B program as needed.
• Partner with cross-functional teams to establish feedback loops and address areas of need for commercial office customers in order to drive sales.
• Perform other job-related duties as required.

What You’ll Need:

• 3-5 years of experience managing people in a professional environment, with a strong preference for management experience within B2B Sales, Account Management, or Customer Care roles in a commission-based environment.
• Experience with the Trade Interior Design market is required.
• Bachelor’s degree (minimum).
• Proven understanding of best business systems, processes, and practices.
• Ability to work independently and collaboratively within a leadership team to plan, organize, set, and achieve priorities.
• Superior interpersonal skills (written, verbal, presentation).
• Ability to establish and maintain effective professional relationships, gain trust, buy-in, and respect with business partners.
• Strong analytical skills, with the ability to use and understand data to measure performance and influence outcomes to achieve objectives

Assistance for Individuals with Disabilities

Wayfair is fully committed to providing equal opportunities for all individuals, including individuals with disabilities. As part of this commitment, Wayfair will make reasonable accommodations to the known physical or mental limitations of qualified individuals with disabilities, unless doing so would impose an undue hardship on business operations. If you require a reasonable accommodation to participate in the job application or interview process, please let us know by completing our Accomodations for Applicants form.

Your personal data is processed in accordance with our Candidate Privacy Notice (https://www.wayfair.com/careers/privacy). If you have any questions or wish to exercise your rights under applicable privacy and data protection laws, please contact us at [e-mail].

State Specific Disclosures
Applications for this position are accepted on an ongoing basis, and the role will remain open until a suitable candidate is identified. We encourage interested applicants to apply as soon as possible, as we will review applications and conduct interviews on a rolling basis.