Overview

Position Summary

The Senior Director, Commercial Operations and Pricing is responsible for building and leading Transcat's commercial operating model across the Sales team to drive profitable growth, share gain, and competitive differentiation. This role owns sales coverage design, sales capability development and training, compensation alignment, commercial analytics, and pricing across the organization.

The Senior Director aligns sales coverage models, account segmentation and tiering to ensure resources are focused on the highest-value opportunities within each territory. This role defines and rolls out standardized sales processes and methodology, integrated with the CRM, and builds an ongoing training curriculum to develop critical selling capabilities across the sales organization. The role partners with Finance, HR, and Sales leadership to align sales compensation to desired behaviors. Additionally, the role leverages connectivity and analytics in partnership with the IT team-including AI-enabled tools within the CRM-to improve speed, focus, and predictability.

The Senior Director is responsible for developing and executing enterprise pricing strategy - including pricing models, discount governance, and deal approval authority - to maximize profitability and competitiveness, partnering closely with Finance, and Category Management to align pricing decisions with company objectives and establishes stronger pricing process discipline and approval authority to protect margin while enabling the business to compete effectively.

Responsibilities

Essential Duties and Responsibilities

• Align sales coverage models and territory design to drive profitable growth, share gain, and competitive differentiation
• Continue to expand and refine account segmentation and tiering methodology within territories to optimize resource allocation and prioritization
• Build sales capabilities across the critical steps of the selling process to improve win rates, productivity, and consistency
• Define, document, and roll out standardized sales processes and methodology, integrated with the CRM to ensure consistent adoption, data integrity, and reporting
• Develop and implement an ongoing training curriculum and schedule to build and sustain key sales capabilities across the organization
• Design and align sales compensation plans and incentive structures to reward desired selling behaviors and reinforce strategic priorities
• Partner with Finance, HR, and Sales leadership on the design, administration, and governance of incentive compensation programs
• Leverage connectivity and analytics tools to improve the speed, focus, and predictability of commercial decision-making
• Implement enhanced AI-enabled tools within the CRM to reduce manual effort, eliminate waste, and improve sales efficiency
• Develop dashboards and reporting that provide sales and executive leadership with clear visibility into pipeline, forecast, and performance trends
• Establish stronger pricing process discipline, governance, and approval authority across the organization
• Redefine deal review lines, thresholds, and methodologies to protect margin while enabling speed to quote
• Serve as an escalation point and approval authority for non-standard pricing and deal structuring
• Partner with executive leadership to translate commercial strategy into operational execution
• Monitor market, competitive, and performance data to identify opportunities for continuous improvement
• Model Company values and drive alignment across teams
• Perform other duties as assigned
• Model the Company's values to influence others to perform in an aligned manner.
• Ensure training and development plans are in place and communicated to employees to drive performance improvement and career progression.
• Complete and deliver accurate, thorough, and prescriptive employee performance reviews on the required timeline.
• Other duties as assigned

Measurements of Success

• Improvement in win rates, share gain, and profitable growth across covered accounts and territories
• Adoption and consistency of standardized sales process and methodology within the CRM
• Effectiveness of training programs in building and sustaining key sales capabilities
• Alignment of compensation plans to desired selling behaviors and measurable impact on sales performance
• Efficiency gains and reduction in manual effort resulting from connectivity, analytics, and AI-enabled tools
• Improved pricing discipline, margin protection, and deal cycle speed
• Quality, accuracy, and timeliness of reporting and insights delivered to sales and executive leadership

Qualifications

Required Knowledge, Skills, and Abilities

• Strong knowledge of sales operations, commercial operations, and pricing strategy in a B2B environment
• Proven experience designing and implementing account segmentation and territory coverage models
• Experience defining and rolling out sales process methodology and driving CRM adoption
• Experience designing and administering sales incentive compensation plans
• Familiarity with AI-enabled sales tools, connectivity platforms, and commercial analytics
• Strong analytical and financial acumen, including pricing, margin, and deal analysis
• Excellent communication and presentation skills, with the ability to influence senior stakeholders
• Demonstrated ability to lead cross-functional initiatives without direct authority
• Strong project management and organizational skills, with the ability to manage multiple priorities
• High level of business acumen and strategic thinking

Education and Experience

• Bachelor's degree in Business Administration, Finance, Marketing, or related field; MBA preferred
• 15+ years of relevant experience in sales operations, commercial operations, pricing, or related commercial roles, including leadership experience
• Demonstrated experience with Salesforce (SFDC) or comparable CRM platforms
• Experience designing and administering sales compensation plans preferred

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made for qualified individuals with disabilities if necessary to perform the essential functions of this position.

While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl. The employee is occasionally required to sit and talk or hear. Specific vision abilities required by this job include close vision, color vision and ability to adjust focus.

Work Environment

The work environment characteristics described below are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. The noise level in the work environment is usually moderate.

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