Openings >> Sales Optimization Specialist
Sales Optimization Specialist
Title:Sales Optimization Specialist
Job Type:Full Time
Wakefield Canada Inc. is a privately owned Canadian company that markets, distributes, and manufactures category-leading products for the automotive, commercial heavy-duty, and industrial markets including Castrol, the #1 brand of passenger car motor oil in Canada, and the “Super Clean” cleaner-degreaser brand.

In 2020, Wakefield will celebrate its 15th anniversary as the exclusive Canadian marketer of Castrol lubricants. With coast-to-coast distribution and warehousing, and a large dedicated sales force, Wakefield provides exceptional service and innovative solutions to more than 5,000 customers in all segments, including retailers, warehouse distributors, automotive and heavy-duty jobbers, franchised and independent installers, quick lubes, fleet companies, new car dealers and Original Equipment Manufacturers (OEM).

Wakefield Canada Inc. is recognized as a Platinum Member with Canada’s Best Managed Companies program. This accomplishment puts Wakefield amongst the best-in-class of Canadian owned and managed companies, demonstrating clear strategy and vision, capability, and commitment to talent.

The Sales Optimization Specialist works closely with the Manager, Sales Optimization and Customer Experience to provide the Sales, Marketing and Customer Experience teams with CRM system administration to fully enable CRM organizational capabilities. The incumbent will also be accountable for reporting and insight generation to support decision making, capitalize on new business opportunities and drive business results.

  • Provide support to the Sales Management team in developing robust insights that provide Sales with the right information to make informed business decisions and regularly review to ensure the insights and information provided are aligned to the needs of the stakeholders.
  • Provide support as required on the CRM system and act as SME for the Field Sales Force and Customer Experience Team to enable sales adoption, training and sales pipeline reporting.
  • Responsible for providing ad-hoc analytics, sales pipeline forecasting tools and market trends & insights to support Sales and Marketing teams.
  • Responsible for Territory Sales Manager Scorecards, territory mapping, sales performance monitoring and additional scorecard metrics as required.
  • Manage and administer sales tender process, ensuring Wakefield capitalizes on new business opportunities by partnering with key internal stakeholders on proposals
  • Analyze revenue performance, pricing, discount and promotions to reinforce margin management and deliver higher ROI from sales team
  • Support data collection and insight generation for the Customer Experience Scorecard driven in partnership from functional owners.
  • Provide analytics for Marketing-led initiatives, programs and incentives in order to develop ROI view.
  • Build automated tools through Excel and Power BI to help sales to assess opportunity and drive performance – deal calculators, quote forms, ROI calculators for promotions/break evens, etc.
  • Action oriented individual who is able to operate independently.
  • Self-starter with strong desire to see results.
  • Big picture thinker with strong business acumen.
  • Very strong analytical skills and ability to tell the story behind the numbers.
  • Methodical thinker who can breakdown complex issues into component parts.
  • Strong presentation skills – ability to present findings in a complete and clear way considering the audience.
  • Excellent written and verbal communication skills.
  • Strong interpersonal skills.
  • Must be flexible and able to adapt to new challenges and procedures.
  • Proven ability to multi-task, prioritize, and manage varied, time sensitive workloads.
  • Customer focused and dedicated to exceeding the expectations of internal and external clients.
  • College or university degree in Business or a related field would be an asset.
  • Minimum of 5 years’ experience in Sales and Marketing analysis and operations.
  • Experience with Salesforce (CRM) administration required.
  • Experience working with software tools to extract data from the data source and navigate through the system with ease.
  • Strong Microsoft Office skills, with an Advanced level of Excel skills.
  • Computer savvy with experience using ERP, experience with Microsoft Dynamics AX would be an asset.
  • Office environment
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