Description:
The Manager, Commercial Excellence plays a pivotal role in supporting the development and execution of best-in-class commercial strategies, tools, and processes that drive sales performance, customer retention, and organizational effectiveness. Reporting to the Director of Commercial Excellence, this role will serve as a key partner across the commercial, marketing, and operations teams to execute go-to-market initiatives, enable data-driven decision making, and operationalize strategic programs.
This role is ideal for a proactive, analytically driven individual with experience in commercial operations, sales enablement, and business analytics who thrives in fast-paced, cross-functional environments.
Commercial Strategy & Planning
- Support the Director in executing commercial strategies aligned with corporate growth objectives.
- Contribute to the design and execution of sales coverage models and territory alignment plans.
- Conduct market segmentation analysis to inform go-to-market (GTM) plans.
- Coordinate with cross-functional stakeholders in implementing commercial initiatives.
Performance & Productivity Insights
- Partner with the Commercial Data & Analytics team to develop, maintain, and enhance dashboards and reporting tools to support commercial performance visibility.
- Leverage data to provide actionable insights on sales activity, client retention, and revenue growth opportunities.
- Collaborate with the Commercial Data & Analytics team to implement and refine advanced analytics capabilities.
- Assist with the preparation and delivery of performance reports to senior stakeholders.
Quota Setting & Sales Incentive Compensation
- Support the annual quota-setting process in partnership with HR and Commercial Leadership.
- Monitor and report on quota attainment and sales incentive compensation (SIC) effectiveness.
- Provide analysis and recommendations to optimize SIC programs and drive desired commercial behaviors.
Global Commercial Excellence & Cross-Functional Leadership
- Partner with Commercial Excellence teams in Mexico, Australia, and New Zealand to align processes and share best practices.
- Act as a connector between commercial, operations, marketing, and client experience functions.
- Contribute to change management initiatives to embed commercial operating discipline across the organization.
Other Ad Hoc Projects And Initiatives (as Required)
- Participate in or lead project-based workstreams as assigned by the Director.
- Support strategic initiatives with data, analysis, and coordination as needed.
Scope & Impact
- Strategic and analytical mindset with operational execution capability.
- Ability to manage multiple priorities in a collaborative and fast-paced environment.
- Strong project management, problem-solving, and organizational skills.
- Excellent interpersonal and communication abilities to influence cross-functional teams.
- Commitment to continuous improvement and client-centric thinking.
Qualifications
- 5–7 years of experience in commercial operations, sales enablement, business strategy, or a related function.
- Proven success in fast-paced, high-growth B2B or SaaS environments.
- Proficiency with commercial systems and analytics tools (e.g., Salesforce, Power BI, Excel, Tableau).
- Strong communication skills with the ability to translate data into actionable insights.
- Bachelor's degree in Business, Economics, Engineering, or related field; MBA preferred but not required.