Commercial Excellence Leader, OneSource

Responsibilities

The Commercial Excellence Leader, OneSource will be responsible for developing and driving successful, long-term commercial execution, excellence, and training strategies for the OneSource Global Business Unit. It also includes managing activities and processes around the OneSource Deal Desk, managing pricing, incentive compensation and commercial pipeline processes. This leadership role will oversee a small team of pricing personnel focused on building and supporting a best-in-class commercial organization and will be required to provide strong direction and leadership.

Responsibilities:

Commercial Operations:

• Design, develop, maintain, deliver Dashboards (populated from SFDC/SAP/ServiceMax) for Commercial teams/leaders in addition to the SFDC architecture.
• Develop/deploy Standardized Funnel management processes to feed the sales process with data, metrics and ensure connectivity to Data warehouse for regular reports and benchmarking with monthly Forecast delivery (and accuracy as measurements).
• Own and develop the Deal Desk and RFx global processes
• Develop/deploy Metrics to connect the sales funnel to our financial model (visible vs non-visible funnel), the entire OneSource service portfolio, strategic/growth accounts and growth/hub regions to confirm validity of Sales forecast and commit/conversion tracking
• Work in partnership with Portfolio and Commercial teams to Architect/design customer proposals as part of the Deal Desk RFx process
• Develop tools for the effective account assignment and allocation to define rules covering across inside sales, customer accounts, and strategic accounts (categorization/architecture)
• Develop Quoting tools with the integration of our discount approval process/DOA.
• Coordinate NSI (New Service Introduction) commercial inputs and commits through metrics tracking.
• Managing both the price adjustment process in addition to discount processes and rules.

Incentive Compensation:

• Develop Incentive Compensation program strategy and align with leadership.
• Set annual quotas based on AOP, adjust / redistribute with sales team ins/outs, territory adjustments, etc.
• Fix data errors and respond to tickets in managing deployment and maintain the sales incentive tool (forma.ai)
• Provide reconciliation and reporting on a quarterly and annual basis as well as owning deployment.

Commercial Excellence:

• Develop/execute training programs to reinforce Standard Work for Sales (opportunity creation, funnel mgmt., BANT, funnel reviews).
• Support Commercial leadership as an architecture coach (eg how/where Sales leaders carve off BDM and other roles for increased focus on growth opportunities).
• Define/own/train Funnel management standard work and integrate with Commercial team
• Coach leaders on adherence by the sales leaders/directors and retrain as needed (sales leaders must own the process).

Commercial Training:

• Architect the training programs for salespeople.
• Develop and maintain commercial training programs – how to sell, how to use our system.
• In partnership with Portfolio team develop training programs (technical/applications) and coordinate delivery of technical/applications training by expert trainer teams
• Creation of sales aids/Battle Cards for commercial associates (with support of Portfolio Team) 

Basic Qualifications:

• Minimum of a bachelor’s degree, advanced business degree/MBA preferred.
• Minimum of 10+ years of Commercial leadership ideally split across both sales and service but with a key strength and significant exposure to funnel management.
• Must be commutable to the Woburn, MA or Shelton, CT office.

Travel Requirement:

• Travel to support meetings, commercial rollouts, associate and team benchmarking as necessary
• Overall 25%-35%

Preferred Characteristics

• Have a passion for Commercial Excellence, organizational design, and structured commercial leadership.
• Knowledge and experience in the science or services market and/or analytical technologies is preferred. 
• Strong project management skills and an adaptive and flexible attitude.  To be successful, the candidate will need to flex with the needs of the business while ensuring that project objectives are completed along planned timelines.
• Demonstrable experience in designing and implementing successful funnel management processes alongside real-world experience in leading their rollout.
• Solid knowledge of CRM tools and best practices including SiOP processes
• Hands-on user, manager and/or administrator experience of SFDC or other equivalent CRM software.
• Planning and monitoring the rollout of key funnel metrics across the company
• Familiarity with organizational design and commercial excellence execution
• Strong leadership profile and communication (written and verbal) skills in broad digital and in-person forms such as regional sales meetings (300+ attendees per region)
  

The annual compensation range for this full-time position is $180,000 to $230,000. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.