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Manager of Sales Resource Strategy

Function: Administration
Location: Staples Corporate Center, Framingham, MA US
Date posted: 4/30/2018 2:50:43 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1041473
Job Description 

In business to business sales today, new analytical frameworks are unlocking unprecedented returns on sales investments. The Manager of Sales Resource Optimization (SRO) Operations will have the opportunity to both drive these returns, as well as meaningfully advance the state of the discipline at Staples. 

Sales Resource Optimization is a strategic and analytical framework for determining the optimal allocation of our sales resources to our customer needs. Within this discipline, the Manager of Sales Resource Optimization (SRO) will answer three foundational questions for the business: First, how are we deploying our sales reps? Secondly, do we have the right sales models in play for the various segments? Finally, what is the return we are getting from each of our sales models? “Answering” these questions is far more than producing a recommendation; it is about crafting and executing a process that takes the business from insight creation to realized business outcomes. A typical engagement cycle has the following components:

Business need discovery 
  • Analytical framework development & modeling
  • Insight creation & business case development 
  • Senior Management approvals & implementation 
The individual who will be able to successfully execute this “cycle” will bring the following core competencies to the table: 

Strategic Competencies: 
  • Financial Accountability: This is an individual who is fluent in the financials and thinks constantly about the business impact of every recommendation. They can model out the financial impact of each proposed initiative and make risk adjusted recommendations to the business. Finally, they hold themselves responsible for those business results, not just the successful adoption of their proposal. 
  • Analytics Change Management: The act of getting any enterprise scale sales organization to adopt meaningful, data-driven, changes requires world class skills in influencing and stakeholder management, both of which are core requirements for this role.  
Analytical Competencies 
  • Data Assets: As a component of producing the business-critical insights, this role will also “own,” optimize, and enhance the underlying data assets (e.g. models, databases, tools, etc.) 
  • Modeling Approaches: The Manager of SRO will also advance the team’s analytical capabilities by developing, enhancing, and optimizing the models / analytical approaches used to create business insight. 
  • Senior Leadership Influencer: The types of recommendations this analyst will make will have meaningful repercussions for the business and, as such, will require a level of approval and oversight from senior leadership. This individual will be responsible for sharing those findings and influencing senior leadership through the ‘story’ that will be crafted from the findings. 
In the end, the purpose of this role is to meaningfully change the sales growth & profitability trajectory of a Fortune 500 Business-to-Business company. This is an enormous challenge, and an equally large opportunity, crafted for an analytics leader who is passionate about driving business results.  If that describes you, take the leap, submit your application, and we look forward to beginning the journey!


Basic Qualifications: 

  • Education: Advanced degree (e.g. MBA, MSF, etc.) 
  • Years of experience: 5-7+ in related field  
  • Communication: Senior Management level communication skills 
  • Collaboration: Ability to influence and lead cross-functional teams
  • Advanced Analytics: Data Visualization, Modeling, and Optimization

Preferred Qualifications: 

  • Experience: Consulting or industry experience in an analytical lead role (e.g. Finance, Pricing, Data Science, Marketing Analytics, Supply Chain Analytics, etc.) 


  • Capabilities
    • Strategic Thinking
    • Demand Management
    • Executive influencing – presentation 
  • Analytical Competencies (ideally one tool from each analytical “family”)
    • Modeling: MS Excel 
    • Optimization: Solver / Analytic Solver Platform, CPLEX, Gurobi, etc. 
    • Data Visualization: Tableau, QlikSense, Microsoft Power BI, etc. 
    • Analytics: R, Python, SAS, SPSS, Minitab, etc.

Staples is an Equal Opportunity Employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.


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