What are the responsibilities and job description for the Commercial Excellence Lead position at Castle Metals?
A. M. Castle & Co. has over 130 years of experience as a leader in the metals service center industry. We provide exceptional benefits, including but not limited to: medical, dental, vision, 401K match, paid time off, paid parental leave, employee recognition, disability benefits, and tuition reimbursement.
PURPOSE:
The Commercial Excellence Lead will establish sales processes and strategies, KPIs, and tools to drive commercial excellence, leveraging analytics to manage performance. Reporting directly to the COO of A. M. Castle & Company, this role will play a pivotal role in transforming how we sell, operate, and lead at Castle Metals. This individual will be the engine behind our Sales Management Process—building and executing sales processes, KPIs, and tools that unlock performance.
The role will empower our commercial teams to win more consistently, grow accounts, and stay focused on the key sales metrics. Through analytics, leadership, and process discipline, this role will help build high-performing teams and drive sales results through a combination of coaching, training and process improvement.
This role will have high level of exposure to executive leadership at the company and will be a partner with our Inside Sales teams, Regional Sales Managers, and Strategic Accounts Groups to drive commercial outcomes
ESSENTIAL DUTIES & RESPONSIBILITIES (performs other duties as assigned):
- Sales Process Optimization & KPI Management: Develop, implement, and standardize sales management processes across Regional Sales Managers, Strategic Accounts Group, and Inside Sales Representatives, and track key sales KPIs drive continuous process improvements
- Impact Center Leadership & Governance: Act as the Process Owner in Impact Centers, ensuring meetings drive accountability and results. Assign responsibility for action items and ensure action
- Data Analytics & Reporting; Develop actionable reporting dashboards for sales performance, pipeline health, and win/loss analysis. Drive data-driven interventions to improve sales execution.
- CRM & Sales Tools Optimization: Enhance the usage of digital sales tools, ensuring adoption across teams, and identify opportunities for automation and system improvements to streamline sales activities. (Salesforce)
- Cross-sell Identification & Support: Identify and support cross-sell opportunities in vertical meetings by aligning offerings with customer needs. Drive collaboration across business units to enhance revenue and client relationships. Success is measured by opportunities identified, conversion rates, and stakeholder engagement.
REQUIRED QUALIFICATIONS:
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Preferred Qualifications:
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PHYSICAL REQUIREMENTS & WORKING CONDITIONS:
- General office environment (keyboard, mouse, telephone use)
- Manual dexterity (grasp, hand/wrist movement)
We are an Equal Opportunity Employer
Please view Equal Employment Opportunity Posters provided by OFCCP
Company Overview: Founded in 1890, A. M. Castle & Co. is a global distributor of specialty metal and plastic products and supply chain services, principally serving the producer durable equipment, oil and gas, commercial aircraft, heavy equipment, industrial goods, construction equipment, retail, marine and automotive sectors of the global economy. Its customer base includes many Fortune 500 companies as well as thousands of medium and smaller-sized firms spread across a variety of industries. Within its metals business, it specializes in the distribution of alloy and stainless steels; nickel alloys; aluminum and carbon. Together, Castle operates service centers located throughout North America, Europe and Asia.
