Job Description

Position Summary...

What you'll do...

Applied Business Acumen

Requires knowledge of

Industry and environmental factors for example market fluctuations changes in regulatory policies or politics emerging technology cultural practices Common business vernacular Business practices across the industry and areaspecific domains and related practices for example eCommerce commerce platforms Relevant business metrics data models analytics and reports that assist in decision making

To evaluate proposed business cases for projects and initiatives Influences business stakeholder decision making Translates business requirements into strategies initiatives and projects in alignment with business strategies and objectives Drives the execution of deliverables Builds and articulates business cases and return on investment and delivers work that has demonstrable value Derives detailed insights from relevant data models and reports and utilizes models and reports to advise stakeholders and customerssellers on complex business issues Challenges business assumptions on topics related to an assigned domain expertise Develops new organizationwide processes and ways of working Teaches and guides team members on best practices Proactively engages in the external community to build Walmarts brand and learn more about industry practices

Sales Scoping and Qualification

Requires knowledge of

Sales qualification evaluation tools techniques and approaches

To apply methods to scope customerssellers in complex marketsindustries Oversees the scoping and qualification activities of team members to build a pipeline of prospects Predicts the trends and directions of sales scoping and qualification based on past information and experience Evaluates new industry opportunities to determine the scope of sales

Product Expertise

Requires knowledge of

Suite of products services and solutions offered by an assigned business area Features of various products services and solutions and their value propositions Product assortment management

To effectively engage with customerssellers to gain and leverage insights on their businesscategory Demonstrates an understanding of productsolution features for complex to highly complex areas of customerseller business and assists in sales for products Leads sales activities for simple and moderately complex products available across homogenous markets and specific customerseller segments by articulating productsolution features and value propositions Understands customerseller requirements in detail and articulates gaps in current product features to leadership teams and relevant stakeholders Provides guidance to team members on product featurerelated communications and best practices with respect to highlighting product benefits and value propositions Assesses the impacts of the assortment mix and selects methods for translating sales projections and product mix gaps into assortment development requirements

Sales Proposals and Presentations

Requires knowledge of

Sales presentation tools and techniques Sales lifecycles and related processes

To lead discussions on customerseller types and effective sales proposals and presentations for each Develops sales proposal and presentation processes for complex sales pitches Evaluates best practices of sales proposals and presentations within the industry Trains team members on developing multiple and varied formal written proposals Collaborates with other sales professionals to enhance organizational proposal and presentation strategies Reviews approves and provides guidance on sales presentations created by teams for simple to moderately complex sales pitches

Negotiation Excellence

Requires knowledge of

Negotiation techniques Stakeholder management techniques Communication best practices

To assess and lead factbased decisions in highrisk situations and educate team members on negotiation strategies Formulates and executes complex negotiation plans and addresses unanticipated issues Identifies similarities and differences in positions and assesses the impacts on discussions Disseminates verbal and written communications to counter other parties positions and sets the foundational structures for desired outcomes Protects company positions while demonstrating a willingness to achieve a winwin scenario Detects and addresses negotiating stalemates Details the risks of negotiation breakdowns from each partys perspective Adheres to and coaches team members on company and regulatory retailersupplier relationship processes values and policies

Inside Sales Management

Requires knowledge of

Relevant sales reports and tools Inside sales strategies Relevant industry trends and practices

To lead the creation of the inside sales strategy and builds sales plans accordingly Coaches team members on inside sales approaches and the application of relevant strategies and methodologies Monitors sales performance and customer service to ensure compliance with business standards and expectations Recommends effective solutions to salesrelated issues as they emerge Establishes strategic relationships between various sales teams

Business Insights and Analytics

Requires knowledge of

Appropriate applications and understanding of data ecosystems including data management data quality standards data governance accessibility storage and scalability Business value of data and dataenabled insights and decisions Advertising solutionspecific business models and analytics

To understand and communicate insights from complex and highly complex models customers through effective story telling and data visualization Leverages insights from complex models to effectively create advertising plans and utilize products to maximize returns for customers Performs advanced analyses and defines metrics to track the success of business engagements Provides guidance to team members on drawing relevant insights from analytics to drive sales and achieve relevant metrics Communicates insights from complex models and analytics reports to stakeholderscustomers as needed to challenge and modify current operating models and business plans

Sales Planning and Forecasting

Requires knowledge of

Sales planning tools and techniques Information sources Estimation techniques and tools Industry trends

To conduct strategic sales planning activities for limited product lines Assists senior sales professionals with strategic sales planning in multiple scenarios Assists in estimating sales trends in the market Uses key factors measurements and variables used in forecasting to assist in creating sales forecasts Participates in the preparation of shortterm forecasts for a specific product Locates useful information and sources of input used in weekly monthly and quarterly forecasts

Provides overall direction by analyzing business objectives and customer needs developing communicating building support for and implementing business strategies plans and practices analyzing costs and forecasts and incorporating them into business plans determining and supporting resource requirements evaluating operational processes measuring outcomes to ensure desired results identifying and capitalizing on improvement opportunities promoting a customer environment and demonstrating adaptability and sponsoring continuous learning

Develops and implements strategies to attract and maintain a highly skilled and engaged workforce by diagnosing capability gaps recruiting selecting and developing talent supporting mentorship workforce development and succession planning and leveraging the capabilities of new and existing talent

Cultivates an environment where associates respect and adhere to company standards of integrity and ethics by integrating these values into all programs and practices developing consequences for violations or noncompliance and supporting the Open Door Policy

Develops and leverages internal and external partnerships and networks to maximize the achievement of business goals by sponsoring and leading key community outreach and involvement initiatives engaging key stakeholders in the development execution and evaluation of appropriate business plans and initiatives and supporting associate efforts in these areas

Respect the Individual Builds highperforming teams seeks and embraces differences in people cultures ideas and experiences creates a workplace where all associates feel seen supported and connected through culture of belonging so associates thrive and perform drives a positive associate and customermember experience for all

Respect the Individual Creates a discipline and focus around developing talent through feedback coaching mentoring and developmental opportunities builds the talent pipeline fosters an environment allowing everyone to bring their best selves to work empowers associates and partners to act in the best interest of the customer and company and regularly recognizes others contributions and accomplishments supports strategies and drives initiatives that attract and retain the best talent

Respect the Individual Builds strong and trusting relationships with team members and business partners works collaboratively and crossfunctionally to achieve objectives and communicates and listens attentively with energy and positivity to motivate influence and inspire commitment and action

Act with Integrity Maintains and promotes the highest standards of integrity ethics and compliance models the Walmart values and leads by example to foster our culture supports Walmarts goal of becoming a regenerative company by taking action to advance opportunity sustainability community and integrity eg creating fair opportunities for associates and suppliers dr]]> <

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