Retail Media Sales Operations & Enablement Manager
Permanent role located in Southampton, Store Support Office. Salary up to £60,000 + Pension + PMI + ShareSave + 6.6 weeks holiday + hybrid working + travel to third‑party locations.
Overview
The Retail Media Sales Operations & Enablement Manager will drive revenue growth across Retail Media by improving our sales processes, increasing advertiser adoption, and raising average spend. You will optimise the end‑to‑end sales workflow, equip the Partnerships team with tools and insights, and strengthen pipeline performance to maximise revenue and retention.
Sales Operations & Enablement
* Own and optimise end‑to‑end Retail Media sales processes, ensuring efficiency and consistency.
* Drive commercial performance by improving the team’s selling approach and increasing advertiser adoption.
* Deliver best‑in‑class media sales materials and pitch decks to enable Partnership Managers.
* Coordinate with Finance and Legal to define and apply Retail Media terms, pricing structures, and agreements.
* Identify and embed high‑performing sales methods across the team.
* Support launch and scaling of new Retail Media products with clear commercial impact.
Pipeline, Reporting & Tools
* Improve pipeline tracking, reporting, and forecasting to enhance visibility and prioritisation.
* Embed disciplined pipeline management to maximise revenue.
* Implement scalable sales processes in Salesforce and/or monday.com for better performance tracking.
Data, Reporting & Insights
* Create and maintain reporting dashboards that provide actionable insights into sales performance.
* Translate data into commercial actions that improve pipeline progression and advertiser engagement.
* Tailor reporting outputs for Marketplace, Commercial teams, and senior leadership.
* Partner with Retail Media data teams to ensure accuracy, consistency, and continuous improvement.
External Communications & Channel Management
* Develop and refine Retail Media sales narratives and advertiser‑facing messaging.
* Oversee advertiser engagement to support adoption, retention, and spend.
* Align with the Self‑Serve Growth Manager on self‑serve activity.
* Ensure internal sales activity aligns with external messaging.
Internal Advocacy & Adoption
* Increase awareness of Retail Media across the wider business.
* Drive engagement through internal communications, training, and success stories.
* Position Retail Media as a core commercial lever within the organisation.
* Serve as a key connector across teams to remove friction and accelerate growth.
People Leadership & Scaling
* Line‑manage Partnership Executives and prioritise workflows across the Partnerships team.
* Implement efficiency improvements to boost sales productivity and revenue growth.
* Develop tools, frameworks, and ways of working that improve commercial effectiveness.
* Foster a high‑performance culture focused on accountability and revenue outcomes.
What We Need
Required Skills & Experience
* Strong commercial mindset with experience in sales operations, enablement, or related commercial roles.
* Data‑driven, able to translate insights into actions that improve sales performance.
* Deep understanding of sales pipelines, opportunity management, and forecasting.
* Experience building or optimising sales processes, tools, and working frameworks.
* Confident stakeholder management and influence across teams.
* Excellent organisational skills and ability to deliver in a fast‑paced environment.
Desirable
* Experience with Salesforce or similar CRM tools.
* Experience with reporting, dashboards, and pipeline forecasting.
* Background in Retail Media, digital advertising, eCommerce, or marketplaces.
Hybrid role. Travel as required to third‑party locations.
Benefits
Competitive salary, pension scheme, bonus, ShareSave options, 6.6 weeks holiday, payroll giving, Employee Assistance Programme, shopping discounts, and wellbeing benefits. We are committed to diversity and inclusion and provide support throughout the application process.
For recruitment adjustments or to contact us: ssorecruitment@b-and-q.co.uk.
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