Commercial Excellence Manager

WHAT YOU'LL BE DOING:

Key Responsibilities:

• Design and deliver sales training and coaching programs that improve selling effectiveness, account growth, and solution adoption across the organization.
• Embed standardized commercial operating rhythms, including forecasting, pipeline management, opportunity reviews, and manager‑led coaching.
• Coach in the flow of work by observing sales calls, meetings, and pipeline reviews and providing actionable feedback to managers and sellers.
• Develop and maintain sales playbooks and enablement assets (frameworks, scripts, templates, proposals, quick‑reference tools) that support consistent execution.
• Drive adoption of sales tools and systems (e.g., CRM, CPQ) to improve productivity, pipeline quality, and forecast accuracy.
• Audit account plans and opportunity strategies to identify expansion opportunities, solution positioning improvements, and deal optimization actions.
• Facilitate peer learning, workshops, and best‑practice sharing to reinforce consistent behaviors and accelerate capability development.
• Define competencies and certification standards and track progress against development, adoption, and performance metrics.
• Partner cross‑functionally with Sales Leadership, Product, Marketing, HR, and Finance to align enablement, process improvements, and growth priorities.

Core Deliverables (First 6–12 Months):

• A standardized commercial cadence for pipeline reviews, manager led coaching, and performance management deployed across regions.
• A complete enablement toolkit (playbooks, frameworks, scripts, proposals, quick reference assets) with defined certification paths.
• Peer learning programs and a best practice library with spotlighted wins and case studies.
• Adoption & outcomes dashboards that display certification status, tool usage, pipeline quality, and behavior change.

Success Metrics:

Revenue & Selling Outcomes

• Increase activated revenue, conversion rates, and pipeline quality.
• Expand account penetration (share of wallet and product breadth).
• Grow expansion opportunity creation & win rate; increase # and value of complex solutions won.
• Increase product penetration per account and entry into new solution categories.
• Reduce ramp time for new hires (time to first sale / time to quota).

Management & Process Outcomes

• Improve manager led coaching quality (scorecards and seller feedback).
• Increase consistency in forecasting, pipeline management, and performance management across regions.
• Raise tool adoption (CRM/CPQ behaviors tied to standards) and playbook usage.

Enablement & Capability Outcomes

• Achieve certification targets on core competencies; sustain recertification.
• Demonstrate measurable behavior change linked to training (e.g., better opportunity progression, higher quality activities).