Go-to-Market Strategy Manager, North America Retail Technology & Analytics

Are you excited about being at the leading edge of Wayfair’s commercial strategy, building the approach that will enable Wayfair to succeed both today and in the future? 

The North America Retail Technology & Analytics (NARTA) team is focused on leveraging quantitative business analytics, cutting-edge tools, and business process improvements to drive growth across Wayfair. This entrepreneurial team acts as a thought-partner for executive leadership and leads the charge on major cross-functional initiatives. Simply put, if you’re interested in defining and driving Wayfair strategy, NARTA is for you.

This role is focused on supporting Wayfair’s Premium Brand strategy. As we look to offer our customers “a zillion things home,” we have to determine how to show our customer which of those zillion things she’ll love. Enter our Premium Brands, which leverage best in class analytical techniques to curate products from our 1,000s of suppliers into ~80 style and price-point driven brands. Combined, these brands comprise ~70% of Wayfair’s US revenue and are a key enabler of our sustained success. 

Bringing these brands to life requires determining which products and suppliers should get this coveted shelf space, and then negotiating to ensure only the best of the best make it in - that’s where you come in. You will act as a bridge between commercial (Category Management), product (Merchant Engineering), analytics (Data Science and Profit Management), and platform (Wayfair Preferred Partner) teams to drive execution of the supplier negotiations, improving our approach and enabling our Premium Brands to drive continued Wayfair growth.

This position will require working cross-functionally and globally to uphold best-in-class standards for implementation, and will provide an opportunity to drive high-impact initiatives with executive-level visibility.

How is this opportunity unique?

Wayfair is a data-driven environment. Candidates with experience using data to drive decision-making are great matches.

We move fast and take risks. If you loved working at a start-up or in another fast-paced, risk-taking environment, you’d enjoy working at Wayfair. Be prepared to constantly evolve.

Confidence is key. The North America Retail Technology & Analytics team has a 360° view across suppliers, supplier-facing business teams, and internal Wayfair technology and product teams. You’ll need to be able to gain buy-in from senior leaders and cross-functional teams to accomplish your goals.

Our business is in a high-growth stage and so is our team. We’re looking for team members who are ready and eager to get their hands dirty and drive results right away.

What You'll Do

• Define go-to-market approach, including timeline, tools, targets, etc. (ie: own the when, the what, and the how of Wayfair’s Premium Brand strategy)

• Partner with Product and Engineering teams to set up the “engine” behind target  generation, including but not limited to SKU selection, business logic, and operational workflows

• Analyze reports on weekly negotiation progress, surfacing trends for executive review or strategic consideration; proactively intervene as needed to drive successful negotiation results (ie: where do we need to nimbly make changes to get to better outcomes?)

• Communicate timelines and processes across commercial and platform teams, and develop resources to enable effective execution by Category Management (ie: training sessions / office hours, maintaining a robust Q&A / escalation channel, building FAQs and pitch collateral).

• Act as business sponsor in the development of internal technology, tools and solutions that empower Category Management to execute on Premium Brand strategic vision

• Collaborate with European counterparts to develop a global reporting framework (and supporting data structures) to enable streamlined approach across geographies

• Serve as the connective tissue between suppliers, Category Management, and product / tech team in external tool development for Premium Brand strategy:

• Engage with users by providing product support, communicating our strategy, socializing feature enhancements and sharing best practices

• Engage with product and tech teams by coordinating user feedback and representing our users interests in prioritization and roadmap discussions 

What You'll Need

• Advanced Excel and SQL/GBQ skills

• Strong quantitative skills: ability to develop analytical methodologies and assumptions, use data software to conduct analyses, vet and pressure-test data, and synthesize findings

• Strong communication skills: ability to succinctly summarize and tailor your communication style to your audience (e.g., senior business stakeholders versus technical product teams)

• Strong problem-solving skills: ability to dissect and determine root causes, and vet / prioritize potential solutions (near- and long-term)

• Strong prioritization skills: consistent view on where you allocate your time, prioritizing potential projects / features based on impact to the business

• Ability to learn and act quickly, making decisions and drawing conclusions in the face of ambiguity

• Experience managing others is a plus

• 5+ years of relevant experience