Summary
Overview
Work History
Education
Skills
Timeline
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Joshua Crocker

Portland

Summary

Dynamic B2B Sales Manager with proven success at Wayfair LLC looking to expand my scope into software sales. Expert in sales coaching and client relationship-building, fostering cross-functional collaboration to drive results. Adept at utilizing CRM software to enhance customer retention and deliver tailored solutions that meet unique client needs.

Overview

9
9
years of professional experience

Work History

B2B Sales Manager

Wayfair LLC
06.2024 - Current
  • Leading a team of (11) Business Account Managers who exclusively work a book of business comprised of Interior Designers & Architectural firms enrolled in Wayfair Professional
  • Achieved 98.6% to our $5.4M quota in Q4 '24 (first live quarter) through strategic prospecting, customer retention & effective project pipeline management
  • Delivering consistent & comprehensive individual/group sales coaching plans for my direct reports that align with our sales process
  • Cross-collaborating with our partnering teams to interview prospective new hires, assist our training teams in building content, attending trade shows to onboard new customers (BDNY in Nov '24) & pilot software enhancements with our tech partners

Business Development Manager

Wayfair LLC
08.2020 - 06.2024
  • Led a team of Business Development Representatives tasked with new client acquisition into our Wayfair Professional program
  • Our team onboarded ~6k new client accounts QoQ with average attainment to quota at 104%
  • Developed customized solutions for clients based on a deep understanding of their unique pain points, delivering exceptional value and ultimately finding the best team for them based on their account potential
  • Conducted coaching & development plans for each of my direct reports focused on open-ended questions, active listening & being genuinely curious to our customers to deliver personalized solutions for them
  • Apart of a task force that skilled up a third-party BPO (Telus International) to replicate our domestic workflows with the build/launch of a comprehensive training program for ~500 employees. Traveled to Iloilo, Philippines for (1) month to deliver this training program and continued to support their development until my transition to my current role
  • Became the stand-in Senior Manager overseeing the Business Development program from April-June 2024

Senior Sales Coach

Wayfair LLC
01.2019 - 08.2020
  • Managed every new hire group for a 90-day ramp period to give the skills & strategies needed to be successful prior to officially hitting the sales floor. In total, I trained ~95 new hire sales reps during the course of my tenure in this role with many of them still in the org today
  • Boosted overall company revenue with targeted sales training initiatives tailored to customer verticals
  • Evaluated existing training materials, identifying gaps in content, and updating resources for better alignment with business objectives.
  • Collaborated with cross-functional teams to create consistent messaging and sales strategies for a unified approach.
  • Created engaging role-playing scenarios that simulated real-world sales situations for skill-building exercises.

Guest Services Manager

Cliff House Hotel
06.2016 - 08.2017
  • Enhanced internal communication by developing clear guidelines for interdepartmental collaboration related to guest requests or concerns.
  • Supervised a team of front desk agents & valet/bellmen, ensuring adherence to policies, procedures, and Forbes Five Star top-notch customer service standards.
  • Optimized scheduling practices to ensure adequate coverage during peak times while controlling labor costs effectively.
  • Assisted with check-ins and check-outs during high traffic seasons to deliver excellent customer service.

Education

Bachelor of Science - Business Management

Johnson & Wales University
Providence, RI
05-2013

Skills

  • Sales Coaching & Leadership
  • CRM Software Experience
  • Cross-Function Collaborator
  • Client Relationship-Building & Retention

Timeline

B2B Sales Manager

Wayfair LLC
06.2024 - Current

Business Development Manager

Wayfair LLC
08.2020 - 06.2024

Senior Sales Coach

Wayfair LLC
01.2019 - 08.2020

Guest Services Manager

Cliff House Hotel
06.2016 - 08.2017

Bachelor of Science - Business Management

Johnson & Wales University

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Joshua Crocker