Role OverviewThe Commercial Enablement Lead serves as the critical link between commercial strategy and field execution across North America. This role works directly alongside Sales Managers/Regional Business Managers (Sales Managers/RBMs) and Account Managers/Field Sales Representatives (Account Managers/FSRs) to ensure sales and marketing strategies, customer programs, CRM tools, business processes, and commercial initiatives are understood, adopted, and effectively executed with customers.
The focus is simple: help the field win by turning strategy into practical actions that improve customer engagement, drive revenue growth, and deliver measurable business results.
This role partners closely with Sales, Marketing, Product Management, Finance, Digital, and Channel Partners while serving as the voice of the field-bringing customer and field insights back to the organization to continuously improve commercial performance.
Key ResponsibilitiesField Partnership & Commercial Execution- Partner directly with Sales Managers/RBMs and Account Managers/FSRs to drive execution of commercial priorities.
- Translate sales and marketing strategies into simple, actionable plans for the field.
- Act as a trusted advisor to help teams improve customer engagement and business performance.
- Bring field insights, challenges, and opportunities back to leadership and cross-functional teams.
Sales & Marketing Program Activation- Support execution of customer-facing marketing campaigns, product launches, promotions, and commercial programs.
- Help Sales Managers/RBMs and Account Managers/FSRs identify priority customers and opportunities.
- Ensure commercial initiatives translate into meaningful customer conversations and business results.
- Partner with Marketing to improve field readiness and execution of key initiatives.
- Provide feedback to Marketing on activation success, challenges and opportunities in an effort to continuously improve demand generation.
Territory & Account Planning- Help field teams build and execute Territory Business Plans and account strategies.
- Reinforce the use of segmentation, customer insights, and business planning tools to prioritize opportunities.
- Support account planning activities that align customer needs with FMC growth objectives.
Commercial Tool Adoption- Drive adoption and optimization of commercial digital tools such as CRM, business planner and, forecasting.
- Partner with Information Technology team to share business requirements that simplify processes and remove barriers that limit field productivity.
- Deliver or ensure training, coaching, and ongoing support to improve usage and effectiveness.
Field Coaching & Capability Development- Work side-by-side with Sales Managers/RBMs and Account Managers/FSRs to strengthen commercial execution.
- Develop practical job aids, training materials, and field-ready resources.
- Reinforce best practices in customer engagement, territory management, account planning, and sales execution.
- Support onboarding and development of field sales talent.
Commercial Performance & Continuous Improvement- Monitor adoption and effectiveness of commercial initiatives.
- Identify opportunities to improve processes, programs, and field productivity.
- Use field feedback and performance insights to drive continuous improvement.
- Share best practices and success stories across regions.
Success Measures- Customer engagement and retention
- Territory and account plan quality
- Commercial tool adoption
- Commercial program adoption and effectiveness
- Sales and marketing alignment
- Revenue growth and profitability
- Forecast accuracy
- Field productivity and execution consistency
What Good Looks Like- Sales Managers/RBMs and Account Managers/FSRs clearly understand priorities and know how to execute them with customers.
- Marketing initiatives successfully translate into field action and customer engagement.
- Territory and account plans drive focused customer activity and growth.
- Commercial tools are consistently used because they help the field succeed.
- Commercial programs are adopted, executed, and deliver measurable business results.
- The field has a strong voice in shaping future tools, processes, and programs.
- Sales, Marketing, and Commercial Excellence operate as one connected team focused on customer success and business growth.
Qualifications- Bachelor's degree in business, Marketing, Agriculture, Agronomy, Sales, or related field.
- 8 - 10 + years of experience in Sales, Marketing, Commercial Excellence, Sales Enablement, Field Marketing, or related commercial roles.
- Demonstrated experience working directly with sales teams to drive customer engagement, account growth, and commercial execution.
- Experience supporting territory planning, account planning, customer segmentation, forecasting, or commercial planning processes.
- Proven ability to translate business strategy into practical field execution plans.
- Experience working across cross-functional teams including Sales, Marketing, Finance, IT/Digital, and Product Management.
- Experience driving adoption of CRM platforms and commercial tools.
- Strong facilitation, presentation, and field coaching experience.
Preferred Qualifications- Agriculture, crop protection, seed, specialty chemical, or agribusiness industry experience.
- Experience supporting product launches, marketing activation, demand generation, or customer-facing commercial programs.
- Experience leading change management, sales transformation, or enablement initiatives.
- Experience working with customer segmentation, territory optimization, analytics, or business planning tools.
- Previous field sales, account management, regional management, or field marketing experience.
