Position Purpose:
The Manager, Outside Sales Process & Operations is responsible for enabling the effectiveness, consistency, and scalability of the Outside Sales organization through best-in-class training, sales processes, tools, and operational support. This role partners closely with Sales Leadership, HR, Learning, Marketing, Finance, and cross functional teams to translate strategy into field ready execution that accelerates customer acquisition, share of wallet growth, and long-term customer retention.

The role serves as a strategic and operational connector—owning Outside Sales training and onboarding, developing standardized sales and account management processes, and unlocking customer facing capabilities that improve the selling experience. By leveraging data, insights, and cross functional collaboration, this position ensures Outside Sales teams are equipped to represent the full enterprise value proposition while protecting company assets and brand integrity.

Key Responsibilities:

• Build and scale Outside Sales processes and tools that drive acquisition, retention, and share-of-wallet growth.
• Create and maintain standard operating procedures (SOPs) that improve consistency, scalability, and field execution.
• Partner cross-functionally (Sales Leadership, HR/Learning, Marketing, Finance, Legal, Operations) to translate strategy into field-ready enablement.
• Protect company assets, customer data, and brand integrity by embedding risk controls and practical governance into sales operations.
• Lead Outside Sales training strategy, onboarding, and ongoing enablement; curate content for Canadian relevance and field usability.
• Champion voice-of-field and voice-of-customer feedback to drive continuous improvement across tools, processes, and training.

Sales Development & Account Management Excellence

• Develop and continuously evolve a best-in-class sales process for account management, from acquisition through retention and growth.
• Design and deploy tools and frameworks that accelerate share of wallet growth within accounts.
• Partner with Sales Leadership to embed sales process discipline and consistent execution across the Outside Sales team.

Standard Operating Procedures & Risk Protection

• Develop, document, and enhance standard operating procedures (SOPs) that support consistent execution, scalability, and operational clarity across Outside Sales.
• Partner with Legal, Finance, and Operations to ensure processes protect company assets, customer data, and brand integrity.
• Ensure SOPs are practical, adopted in the field, and reinforced through training and enablement materials.

Strategy & Growth Initiatives

• Support the development and execution of a share of wallet strategy, translating strategic intent into field ready tools, messaging, and processes.
• Enable key growth initiatives including Pro Extended Assortment, PPP, and account funneling for price books, ensuring Outside Sales teams understand how to position and execute against these programs.
• Act as a strategic thought partner to Sales Leadership by identifying gaps, opportunities, and enablers required to drive sustainable growth.

Customer Focus & Capability Enablement

• Identify and work cross functionally to unlock customer facing capabilities for Outside Sales, including eProcurement, CMT, and House Account solutions.
• Support the Outside Sales onboarding experience, including coordination with Inside Sales onboarding to ensure a seamless, end to end ramp for new hires.
• Champion the voice of the customer and the field by translating feedback into actionable improvements across tools, processes, and training.

Outside Sales Training & Enablement

• Lead the strategy, development, and ongoing maintenance of Outside Sales training programs, ensuring content remains current, practical, and aligned to evolving business priorities.
• Improve and sustain the Outside Sales Garage as a centralized enablement hub for tools, playbooks, training, and best practices.
• Curate, adapt, and leverage U.S. training content for Canadian relevance, including enabling audio based learning to support learning in the field.
• Coordinate closely with HR and Learning teams to align Outside Sales training with enterprise learning standards, onboarding pathways, and leadership development frameworks.
• Support training for new merchandise, programs, and selling capabilities, ensuring Outside Sales teams are prepared to represent the full enterprise value proposition.

Direct Manager/Direct Reports

Direct Manager: Position reports to the Senior Manager, PRO Operations
Direct Reports: Meeting and Events Specialist

Travel Requirements

Typically requires overnight travel less than 10% 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.

Preferred Qualifications

• Bachelor’s Degree with related work experience.

Minimum 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: 3–5 Years
Preferred Years of Work Experience: 5 Years
Minimum Leadership Experience: 2–3 Years
Preferred Leadership Experience: 3 Years

Competencies

• Plans and Aligns
• Communicates Effectively
• Customer Focus
• Action Oriented