Sales Effectiveness Manager

Keurig Dr Pepper•Northlake, IL

1d•$96,800 - $115,000

About The Position

The Sales Effectiveness Manager is a high-visibility role on the Sales Effectiveness team, helping the Direct Store Delivery (DSD) organization sell smarter, provide better service, and operate seamlessly through modern digital ways of working. The role drives digital transformation, training, and adoption by translating new tools and capabilities into the sales team’s daily and weekly routines. It serves as the primary Sales Effectiveness contact for the North Business Unit, which covers approximately one third of the United States, and as the national subject matter expert for Productivity and Cross-Functional Workstreams. The Manager partners with Sales, IT, Operations, HR, Finance, Customer Service, and business leaders to develop and execute change strategies that accelerate adoption, minimize disruption, and improve business outcomes. The role translates transformation initiatives into actionable plans supporting awareness, readiness, engagement, capability building, and sustained behavior change. Travel of up to 50% is expected for field engagement, leader coaching, workshops, and regional meetings. Multiple locations are available: Northlake, Illinois; Avenel, New Jersey; Cincinnati and Columbus, Ohio; Indianapolis, Indiana; and surrounding areas.

Requirements

Bachelor’s degree and at least 5 years of experience in Change Management, Organizational Effectiveness, Sales Enablement, Business Transformation, Human Resources, Learning & Development, Project Management, or a related field; alternatively, a master’s degree and 3 years of related experience.
Demonstrated experience leading organizational change initiatives involving technology, process, or business transformation.
Ability to influence and drive alignment across multiple stakeholder groups without direct authority.
Strong facilitation, presentation, workshop, and executive communication skills.
Relationship-building and leadership coaching capabilities.
Project and program management skills, including leading workstreams end-to-end, managing timelines, and coordinating stakeholders.
Experience leading cross-functional productivity, workforce or role-design, and value-realization workstreams across Sales, HR, Finance, Operations, or related functions.
Proficiency in Microsoft Office Suite, including Excel, PowerPoint, Word, and Outlook.
Willingness and ability to travel up to 50% of the time.
Ability to take initiative, work proactively, and demonstrate personal accountability and self-motivation.
Customer-focused, field-oriented mindset and ability to thrive in ambiguity and lead through transformation.
Strategic change leadership, organizational influence, stakeholder engagement, and executive presence.
Ability to build alignment across complex organizations.
Strong communication and storytelling skills; data-driven decision-making and adoption analytics.
Cross-functional workstream leadership, productivity measurement, and value realization capabilities.
Leadership coaching, facilitation, problem-solving, and change-risk mitigation expertise.
Strong ownership, accountability, and execution excellence.

Responsibilities

Serve as the primary Sales Effectiveness point of contact for the North Business Unit and provide national leadership for the Productivity and Cross-Functional Workstreams.
Own and coordinate the cross-functional productivity agenda, including HR and role design, ASM and Merchandiser productivity, eB2B tail conversion, reroutes, Finance alignment, and related value opportunities.
Develop ASM and Merchandiser productivity standards and lead time studies to identify how digital transformation time savings can shift work from ordering to selling.
Coordinate HR and labor matters for impacted roles, including compensation, job descriptions, union communications, future role implications, and workforce considerations.
Establish principles and change support for eB2B tail-account conversion, identify impacted stores, and support a sustainable ongoing approach.
Partner across Sales, HR, Finance, Operations, Customer Service, and reroute teams to convert productivity improvements into measurable business value and operating income.
Develop and execute change management strategies supporting adoption of new tools, processes, and business initiatives.
Lead change impact assessments to identify stakeholder impacts, risks, adoption barriers, and readiness activities.
Create and maintain integrated change plans covering stakeholder engagement, communications, training, coaching, reinforcement, and measurement.
Align change activities with project objectives, implementation milestones, and business outcomes.
Anticipate organizational resistance and develop mitigation and engagement strategies.
Advise business leaders on change adoption, stakeholder management, and transition planning.
Build partnerships with frontline leaders, including DSSs, Territory Leaders, RVPs, and Business Unit leadership, to drive ownership and accountability.
Coach leaders as change sponsors and equip them to communicate, reinforce, and sustain change within their teams.
Develop and manage Change Champion networks to gather feedback, increase engagement, and accelerate adoption.
Facilitate workshops, focus groups, leadership sessions, and readiness discussions.
Develop and manage change communication strategies that explain the purpose, value, and impact of transformation initiatives.
Create change deliverables such as stakeholder analyses, communication plans, readiness assessments, FAQs, leader talking points, adoption guides, and reinforcement materials.
Establish business readiness criteria and validate organizational preparedness before key milestones.
Monitor adoption trends and feedback to identify capability gaps and support needs; partner with Learning and Enablement teams to align capability building with desired behaviors and business outcomes.
Define and track change success metrics, including awareness, readiness, engagement, adoption, proficiency, and sustainment.
Define, track, and report Productivity and Cross-Functional Workstream outcomes, including productivity operating income, time shifted from ordering to selling, eB2B tail accounts converted, and reroute completion.
Analyze quantitative and qualitative feedback, assess change effectiveness, and identify improvement opportunities.
Report adoption progress, risks, and corrective-action recommendations to senior leadership.
Lead post-implementation reviews, capture lessons learned, and strengthen future transformation efforts.
Continuously improve change management methodologies, tools, templates, and best practices.