Overview
Retail Media Sales Operations & Enablement Manager
Permanent
upto £60,000 + Pension + PMI + ShareSave + 6.6 weeks holiday + Hybrid Working + Travel to third party locations
Southampton, Store Support Office
The Retail Media Sales Operations & Enablement Manager is responsible for driving revenue growth across Retail Media by improving how we sell, increasing advertiser adoption, and growing average spend.
You will optimise the end-to-end sales process and equip the Partnerships team with the tools, insights, and playbooks they need to maximise revenue and retention. You will enhance sales effectiveness by strengthening pipeline performance, increasing opportunity generation, improving pipeline progression, and maximising revenue outcomes.
Working closely with teams across the business, you will help position Retail Media as a key commercial growth driver and play a central role in scaling it into a high-performing revenue channel.
What's the job?
Sales Operations & Enablement
- Own and optimise end-to-end Retail Media sales processes across briefing, onboarding, campaign coordination, and financial workflows, ensuring efficiency and consistency
- Drive commercial performance by improving how the team sells, increasing advertiser adoption, and growing average spend
- Own and evolve best-in-class B&Q Media sales materials, core pitch decks and narratives, enabling Partnership Managers to consistently maximise revenue opportunities.
- Partner with Finance and Legal to ensure Retail Media terms, pricing structures, and commercial agreements are clearly defined, consistently applied, and support revenue growth
- Identify opportunities to scale high-performing sales approaches and embed best practice across the team
- Support the successful launch and scaling of new Retail Media products and propositions with clear commercial impact
Pipeline, Re p orting & Tools
- Strengthen pipeline tracking, reporting, and forecasting to improve visibility, prioritisation, and revenue predictability
- Embed clear pipeline management discipline to ensure opportunities are actively progressed and revenue is maximised
- Define and implement scalable sales processes within Salesforce and/or monday.com to improve tracking & reporting of commercial performance
Data, Reporting & Insights
- Develop and own internal reporting and dashboards that provide clear, actionable insights into sales performance, pipeline health, and revenue growth.
- Translate data into clear commercial actions to improve pipeline progression, advertiser engagement, and overall revenue performance.
- Tailor reporting outputs for different internal audiences, including Marketplace, Commercial teams, and senior leadership.
- Partner with Retail Media data teams to ensure accuracy, consistency, and continuous improvement of reporting
External Communications & Channel Management
- Own and evolve Retail Media sales narratives and advertiser-facing messaging, ensuring clear, consistent, and commercially effective communication across all touchpoints.
- Oversee advertiser engagement across channels to support adoption, retention, and spend
- Partner with the Self-Serve Growth Manager to ensure alignment with self-serve activity
- Ensure consistency between internal sales activity and external messaging and experience
Internal Advocacy & Adoption
- Increase awareness and adoption of Retail Media across the wider business (KAMs, Buyers, Merchandising teams)
- Drive engagement through strong internal communications, training, and success stories
- Position Retail Media as a core commercial lever across the organisation
- Act as a key connector across teams to remove friction and accelerate growth
What We Need
Required Skills & Experience:
- Strong commercial mindset, with experience driving revenue growth through sales operations, enablement, or commercial roles
- Data-driven, with the ability to translate insights into actions that improve sales performance
- Strong understanding of sales pipelines, including opportunity management, progression, and forecasting
- Experience building or optimising sales processes, tools, and ways of working
- Confident stakeholder management, with the ability to influence across teams
- Strong organisational skills, with the ability to prioritise and deliver in a fast-paced environment
Desirable
- Experience with Salesforce or similar CRM tools
- Experience with reporting, dashboards, and pipeline forecasting
- Experience in Retail Media, digital advertising, eCommerce, or marketplaces
- Other R equirements:
Hybrid role. Travel as required to third-party locations
What's in it for me?
As part of a great team, you’ll be valued for who you are.We’re committed to making B&Q more diverse and representative of the communities we serve, where everyone can feel they belong and have equal opportunities
. You will have access to a range of networks that represent our colleagues and allies and help us to continue to put diversity and inclusion at the heart of our business.
We also recognise that wellness means different things to different people, and we want to help colleagues be at their best and feel well by offering a range of benefits to help you. As well as a competitive salary, our benefits package includes an award-winning pension scheme, bonus, ShareSave options, 6.6 weeks holiday, payroll giving, an Employee Assistance Programme, shopping discounts, colleague wellbeing benefits and lots more!
So we can support you during the application or interview process, please contact ssorecruitment@b-and-q.co.uk for any recruitment adjustments.
