Position OverviewThe Sales Excellence Leader is a commercial leadership role responsible for enabling and operationalizing commercial strategy through systems, processes, and data. Sitting within the Commercial organization, this role owns the business-side of the commercial tool ecosystem (e.g., Pricefx, MS Dynamics) to ensure it effectively supports frontline execution and strategic priorities.
This role acts as the bridge between strategy and execution - translating commercial priorities into scalable workflows, tools, and governance that drive consistency, productivity, and performance. As the business owner of commercial platforms and processes, the Sales Excellence Leader ensures solutions are practical, adopted, and continuously improved to deliver measurable business outcomes.
Job ResponsibilitiesOperationalize Commercial Strategy
- Translate commercial and pricing strategies into scalable processes, workflows, and system capabilities that enable consistent execution.
- Partner with pricing, sales, and finance leaders to ensure strategies are embedded into day-to-day commercial operations.
Own and Evolve Commercial Tools (Business Ownership)
- Own the commercial tool ecosystem (e.g., Pricefx, MS Dynamics) from a business perspective, ensuring alignment with commercial priorities and field execution needs.
- Drive enhancements that improve usability, effectiveness, and alignment with sales processes.
- Identify opportunities to better leverage tools and data to improve pricing execution, pipeline management, and customer engagement.
Translate Business Needs into Solutions
- Partner with commercial stakeholders to define requirements and convert them into practical, scalable solutions.
- Serve as the primary business interface to technical teams, ensuring delivery aligns with commercial priorities without overcomplicating solutions.
Drive Adoption and Execution Discipline
- Ensure tools and processes are embedded in daily workflows and consistently used across the commercial organization.
- Partner with transformation and commercial leadership teams to reinforce adoption, usage standards, and process discipline.
- Promote effective use of tools and processes to improve execution quality and business outcomes.
Establish Governance and Data Integrity
- Define and enforce standards for data quality, system usage, and process consistency across commercial platforms.
- Ensure data is reliable, transparent, and supports effective decision-making.
- Monitor adoption, data health, and process adherence, addressing gaps proactively.
Scale and Continuously Improve
- Drive standardization and scalability of tools and processes across regions and business units.
- Continuously improve solutions based on user feedback, business needs, and performance outcomes.
- Partner on integrating new capabilities (e.g., analytics, AI-enabled tools) into the commercial ecosystem.
Cross-Functional Partnership
- Partner with the Sales and Pricing leads to embed pricing strategies into tools and workflows.
- Collaborate with transformation leaders to ensure tools and processes are effectively adopted and embedded.
- Work with technical teams to deliver scalable solutions while maintaining business ownership and focus.
CompetenciesKey Attributes:
- Commercial Leadership: Strong understanding of sales, pricing, and commercial execution with a focus on business outcomes.
- Strategy-to-Execution Mindset: Ability to translate strategy into practical, scalable solutions that drive real-world impact.
- Business Translator: Simplifies complex needs into clear, actionable solutions without unnecessary technical complexity.
- Execution Discipline: Drives adoption and ensures tools and processes deliver measurable improvements in performance.
- Data & Process Orientation: Focus on data integrity, standardization, and repeatable processes to enable consistency.
- Collaborative Influencer: Builds strong cross-functional relationships and aligns stakeholders across commercial and support functions.
- Continuous Improvement: Proactively identifies and implements opportunities to enhance tools, processes, and outcomes.
Minimum Qualifications- Bachelor's degree in business or related field (MBA preferred).
- 8+ years of experience in sales, commercial excellence, sales/finance operations, or related roles.
- Experience working with commercial tools and CRM platforms (e.g., Microsoft Dynamics, Pricefx, or similar).
- Demonstrated ability to operationalize strategy through process, tools, and cross-functional execution.
- Experience working cross-functionally across commercial, finance, and technical teams.
- Strong analytical and problem-solving skills with the ability to translate insights into action.
- Experience in process design, standardization, and governance within a commercial environment.
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