Sales Operations – Commercial Excellence Manager

Job Summary:

The SOCE Manager will be a champion in overseeing, coordinating, driving and tracking sales activities, initiatives and behaviors. This dynamic role involves managing commercial processes and procedures, gathering and reporting sales data to an executive audience, administering and enhancing incentive plans, and developing growth tactics and strategies in partnership with the sales leadership team. The SOCE Manager will collaborate closely with cross-functional teams, including engineering, production, quality, procurement, and sales, to achieve program goals and meet customer expectations.
 

Key Responsibilities:

1. Sales Organization Collaboration:
   • Develop, maintain and communicate critical sales performance metrics.
   • Work with sales leadership to organize sales data, identify key performance indicators to develop a sales behavior index
   • Manage and recommend enhancements to the sales incentive plan.
   • Participate in the development and implementation of sales organization growth vectors and strategy
2. Stakeholder and Client Engagement:
   • Serve as the primary administrator for the chief commercial officer schedule and leadership team MOS
   • Meet and maintain relationships with key customers and foster voice of the customer to provide input into growth strategies
   • Develop sales MOR materials in conjunction with cross functional teams for delivery in executive meetings
3. Team Coordination:
   • Lead the planning of all internal sales activities, training and events
   • Leverage data from sales leadership to make recommendations for business growth and effectiveness
   • Analyze and organize channel partnership and go to market posture.  Make recommendations for enhancement
   • Work in concert with marketing and product management to identify business development opportunities unique to each product line and manufacturing facility
4. Proposals and Estimating Responsibilities:
   • Develop and Manage CST Proposal and Estimating Resources
   • Learn CST estimating processes and create a “deal desk” sales enablement model to field all incoming sales opportunities for actioning
   • Work with CST engineering groups to ensure the highest of standards in quality and accuracy of outgoing proposals to customers
   • Lead the team to use historical proposal data to enable the expansion of conversion rates, incremental margin expansion and competitive positioning among markets and product lines. 

Qualifications:

• Education: Bachelor’s degree in Business Administration or related field
• Experience: 3 years of sales operations/commercial excellence experience in a fast paced and growth-oriented industry.  Strong background and knowledge of sales processes, proposal creation processes and estimating processes. 
• Skills:
  • Strong organizational, communication, and leadership skills.
  • Demonstrated ability to manage complex programs and cross-functional teams.
  • Excellent analytical and problem-solving skills, with a results-driven mindset.
  • Deep and demonstrated ability to work with business data software systems most important of which is Sales Force. 

Additional Requirements:

• Willingness to travel to client sites and manufacturing locations as required.
• Ability to work in a fast-paced, dynamic environment and adapt to changing priorities.
• Strong commitment to safety, quality, and client satisfaction.