Director, Sales Strategy and Enablement沃尔玛策略运营总监

该职位来源于猎聘

ABOUT WALMART Connect CHINA Walmart Connect is one of the fastest-growing business units within Walmart, driving cross-border e-commerce advertising solutions that connect Chinese sellers to the massive Walmart US marketplace. Our team — one of the largest dedicated cross-border ad sales teams in the region, spanning Shanghai, Shenzhen, and Hangzhou — has built a multi-hundred-million dollar advertising business, helping thousands of Chinese brands and sellers reach American consumers through Walmart's trusted platform. As part of Walmart's global retail media network, we leverage cutting-edge advertising technology, deep market insights, and strong partnerships to deliver exceptional ROI for our clients while driving significant growth for Walmart's marketplace ecosystem. We operate at the intersection of China's world-class manufacturing capabilities and America's largest retail market, creating unique opportunities for both sellers and our internal teams.

KEY RESPONSIBILITIES Sales Strategy & Market Intelligence

• Quota Management: Develop data-driven quota methodology aligned with multi-million-dollar revenue targets
• Market Segmentation: Refine LCS vs SMB criteria and develop specialized go-to-market strategies

Sales Operations & Process Excellence

• Sales Process Optimization: Standardize and improve sales methodologies across all teams and markets
• CRM Management: Enhance Salesforce implementation for accurate forecasting and pipeline management
• Performance Analytics: Develop real-time dashboards and KPI tracking for individual and team performance
• Sales Technology: Evaluate and implement sales tools to improve productivity and effectiveness Sales Enablement & Training
• Onboarding Programs: Design comprehensive new hire training for rapid productivity acceleration
• Ongoing Training: Develop product training, competitive positioning, and sales methodology programs
• Sales Collateral: Partner with Marketing to create effective sales tools and materials -Certification Programs: Implement skill-based certification tracks for career progression Performance Management & Analytics
• Sales Forecasting: Implement accurate weekly, monthly, and quarterly forecasting processes
• Pipeline Analysis: Analyze conversion rates, sales cycle length, and opportunity quality across teams
• Rep Performance: Develop performance improvement programs and identify high-potential talent
• Commission Management: Oversee compensation planning and ensure accurate commission processing Cross-functional Collaboration & Strategic Planning
• Product Collaboration: Work with Product teams to prioritize features based on sales feedback and market needs
• Finance Partnership: Collaborate on revenue planning, territory economics, and compensation modeling
• US Alignment: Partner with US team to align global sales processes
• Strategic Planning: Lead annual and quarterly business planning processes for sales organization REQUIRED EXPERIENCE & QUALIFICATIONS

Leadership Experience

• 12+ years of progressive sales operations, strategy, or enablement experience with demonstrated success scaling complex sales organizations
• Proven track record of optimizing sales performance and driving revenue growth in multi-hundred-million dollar business units
• Experience supporting teams across multiple geographic markets and business verticals
• Strong background in performance management, process optimization, and organizational development Industry & Domain Expertise
• Deep experience in advertising technology, retail media, or digital marketing platform operations
• Strong understanding of cross-border e-commerce dynamics, particularly China-to-US sales operations
• Experience with enterprise sales processes, complex sales cycles, and multi-stakeholder environments
• Knowledge of programmatic advertising, sponsored search, retail media, and sales technology ecosystems Technical & Analytical Skills
• Advanced expertise in CRM systems (Salesforce), sales analytics, and performance measurement platforms
• Proficiency in data analysis tools (SQL, Python, Excel) and business intelligence platforms (Tableau, Power BI)
• Experience with sales enablement tools, lead management platforms, and marketing automation
• Strong forecasting, financial modeling, and sales planning capabilities Market & Cultural Requirements
• Native or business-level fluency in both Mandarin Chinese and English
• Deep understanding of Chinese business culture, sales practices, and regulatory environment
• Experience working effectively across US and China time zones and business practices
• Strong network within China's technology, advertising, e-commerce, or sales operations ecosystems Platform & Technology Background
• Previous experience at major technology or advertising platforms (e.g., Salesforce, Amazon, Google, TikTok, or enterprise software companies)
• Experience with data-driven sales approaches, analytics platforms, and performance optimization
• Familiarity with retail media trends and competitive landscape in sales operations Personal Attributes
• Exceptional analytical and strategic thinking capabilities with ability to translate data insights into actionable business strategies
• Strong communication and presentation skills for both internal leadership and cross-functional team interactions
• High attention to detail with demonstrated ability to operate in fast-paced, high-growth environments
• Process optimization mindset and experience driving change across diverse, international teams
• Strong ethical foundation and alignment with Walmart's values of integrity, respect, and service Walmart doesn’t charge any recruitment or similar fee in the recruitment process including but not limited to interview, offering and onboarding.