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B2B Sales Account Manager

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Wayfair

15d ago

  • Job
    Full-time
    Mid Level
  • Customer Relations
    Sales & Business Development
  • United Kingdom, +15
    Remote

AI generated summary

  • You need 3+ years of B2B sales, managing a large business book, excellent communication skills, and adaptability in a remote role. Tech-savvy and schedule adherence are essential.
  • You will manage high-value accounts, drive revenue growth, engage customers, collaborate with teams, leverage sales tools, build relationships, solve problems, and represent the brand professionally.

Requirements

  • Location: This is a remote work position conducted virtually. Travel: 10% travel can be expected in the event of participation at Trade shows or training.
  • Sales Experience: A minimum of 3 years of outbound sales experience with a proven track record of meeting or exceeding KPIs and performance metrics. Strong understanding of the key tenants of a sales process and sales funnel.
  • Book Management: Minimum of 3 years of experience managing a large book of business (B2B sales experience preferred).
  • B2B Expertise: Proven ability to navigate complex B2B sales cycles, conduct business needs analyses, and apply sound business judgment.
  • Adaptability: Comfortable operating in a fast-paced, high-growth environment with evolving priorities and goals.
  • Accountability: Demonstrates ownership over performance, with a proactive approach to personal development and alignment with team and business objectives.
  • Communication Proficiency: Excellent written and verbal communication skills, with the ability to influence and build rapport across customers and internal stakeholders.
  • Technical Proficiency: Comfortable using digital tools and platforms, including email, video conferencing, CRM systems (e.g., Salesforce), spreadsheets (Google Sheets/Excel), and productivity tools. Prior experience working remotely and familiarity with AI tools is a plus.
  • Schedule Adherence: A standard workday consists of eight hours. Employees outside the Eastern Time Zone (EST) are encouraged to align with EST hours. All BAMs must be available between 7:00 AM and 7:00 PM in their local time zone, with a majority of hours overlapping with 9:00 AM to 4:00 PM EST.
  • Mandatory Training: Attendance at all training sessions is mandatory and cannot accommodate absences, time off, or tardiness during the initial training period.

Responsibilities

  • Own and manage a book of high-value accounts, balancing growth, retention, and reactivation. Many accounts are large or complex, requiring strategic sales approaches and seamless cross-functional collaboration.
  • Consistently drive revenue growth across your portfolio by meeting and exceeding quarterly and annual targets.
  • Execute proactive, high-quality customer outreach—through outbound/inbound calls, emails, virtual meetings, and pipeline management—to deepen account engagement and expand share of wallet.
  • Effectively communicate Wayfair’s full value proposition, including product assortment, design services, project management, and tailored solutions—leveraging cross-sell and up-sell opportunities aligned to customer needs.
  • Partner closely with internal teams (e.g., Service, Design, and Large Project Solutions) to deliver seamless support and ensure a cohesive customer experience.
  • Foster a continuous feedback loop with customers and internal stakeholders to strengthen relationships, address challenges, and enhance overall account performance.
  • Leverage sales tools such as Salesforce, Looker, and LinkedIn Sales Navigator to track activity, forecast revenue, and inform strategy. Use performance insights to prioritize initiatives and improve KPIs.
  • Build long-term client relationships through strategic, consultative selling—cultivating repeat business and maintaining a healthy pipeline of opportunities.
  • Manage your time effectively to schedule appointments, respond promptly to customer inquiries, and support purchases through the Wayfair Professional platform.
  • Serve as a subject matter expert on Wayfair Professional’s offerings and capabilities, using your industry knowledge to advise customers and deliver value-added solutions.
  • Collaborate effectively with colleagues and partner teams to drive outcomes, resolve issues, and contribute to a high-performance team culture.
  • Take a solution-oriented approach to problem-solving, ensuring client satisfaction in every interaction.
  • Represent the Wayfair brand with professionalism and integrity, consistently embodying our People Principles to deliver a first-class customer experience.

FAQs

What is the salary range for the B2B Sales Account Manager position?

The base salary range for this position is $32,400 - $38,000, with target bonuses of $62,000 per year.

What are the main responsibilities of the Business Account Manager?

The Business Account Manager is responsible for managing and growing a portfolio of B2B clients, driving revenue growth, executing customer outreach, communicating Wayfair’s value proposition, fostering relationships, and collaborating with internal teams.

How many years of sales experience are required for this position?

A minimum of 3 years of outbound sales experience is required, along with experience managing a large book of business.

Is travel required for this position?

Yes, 10% travel may be expected for participation in trade shows or training.

What tools and platforms should candidates be comfortable using?

Candidates should be comfortable using digital tools including email, video conferencing, CRM systems (such as Salesforce), and productivity tools like Google Sheets/Excel.

What is the expected work schedule for this position?

BAMs must work eight hours a day and be available between 7:00 AM and 7:00 PM in their local time zone, with a majority of hours overlapping with 9:00 AM to 4:00 PM Eastern Standard Time (EST).

Are there any training requirements for this role?

Yes, attendance at all training sessions is mandatory during the initial training period, and absences, time off, or tardiness cannot be accommodated.

What benefits are offered to employees in this position?

Benefits include Paid Time Off (PTO), 401(k) with company match, employee discounts, tuition reimbursement, and participation in a collaborative work environment.

Does Wayfair offer a referral bonus?

Yes, Wayfair offers a $500 referral bonus for each eligible referral that is hired.

What kind of work environment can employees expect at Wayfair?

Employees can expect a collaborative and inclusive environment that values diversity and encourages the sharing of unique perspectives.

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Wayfair

Retail & Consumer Goods
Industry
10,001+
Employees
2002
Founded Year

Mission & Purpose

Wayfair is the destination for all things home: helping everyone, anywhere create their feeling of home. From expert customer service to the development of tools that make the shopping process easier, to carry one of the widest and deepest selections of items for every space, style, and budget, Wayfair gives everyone the power to create spaces that are just right for them.