Sr. Director of Commercial Excellence

JOB SUMMARY: 

The Senior Director, Commercial Excellence will be responsible for helping to drive Securitas’ growth strategy by building and leading a high-performing digital sales team, enhancing go-to-market execution, and optimizing sales performance through data-driven insights. This role will partner closely with the marketing and SST team to commercialize new solutions, ensuring alignment between sales strategy and business objectives. The ideal candidate is a strategic, results-oriented leader with deep expertise in digital sales, sales enablement, and performance analytics.

ESSENTIAL FUNCTIONS

• The functions listed describe the business purpose of this job. Specific duties or tasks may vary and be documented separately. The employee might not be required to perform all functions listed. Additional duties may be assigned, and functions may be modified, according to business necessity.

• All assigned duties or tasks are deemed to be part of the essential functions, unless such duties or tasks are unrelated to the functions listed, in which case they are deemed to be other (non-essential) functions.

• Employees are held accountable for successful job performance. Job performance standards may be documented separately, and may include functions, objectives, duties, or tasks not specifically listed herein.

• In performing functions, duties or tasks, employees are required to know and follow safe work practices, and to be aware of company policies and procedures related to job safety, including safety rules and regulations. Employees are required to notify superiors upon becoming aware of unsafe working conditions.

• All functions, duties or tasks are to be carried out in an honest, ethical, and professional manner, and to be performed in conformance with applicable company policies and procedures. In the event of uncertainty or lack of knowledge of company policies and procedures, employees are required to request clarification or explanations from superiors or authorized company representatives.

Key Responsibilities

1. Digital Sales Leadership

• Build, scale, and lead a digital sales team focused on new customer acquisition and expansion opportunities.
• Develop and implement digital sales strategies, leveraging automation, AI, and analytics to drive efficiency and effectiveness.
• Establish KPIs and performance metrics to track success and continuously optimize the team’s approach.

2. Commercialization of New Solutions

• Partner with marketing, product, and operations teams to drive the go-to-market strategy for new security solutions.
• Develop sales enablement tools, training programs, and messaging that equip the sales team for successful solution adoption.
• Gather market intelligence and customer feedback to refine product offerings and positioning.

3. Sales Reporting & Analytics

• Establish and oversee a robust sales reporting and analysis framework to provide visibility into pipeline health, revenue forecasting, and team performance.
• Utilize CRM, BI tools, and data analytics to generate insights that inform strategic decision-making.
• Drive continuous improvement in sales processes by identifying trends, challenges, and opportunities for optimization.

Qualifications & Experience

• 10 years of experience in sales leadership, commercial strategy, or sales operations, preferably within technology-enabled services, security, or B2B industries.
• Proven track record of building and leading digital sales teams and implementing data-driven sales strategies.
• Strong expertise in CRM platforms (Salesforce preferred), sales automation tools, and analytics.
• Experience working cross-functionally with marketing, product, and operations to drive commercialization efforts.
• Ability to analyze complex sales data, translate insights into action, and influence stakeholders at all levels.
• Strong leadership, communication, and change management skills.
• Bachelor's degree in Business, Marketing, or related field; MBA preferred.

Competencies (as demonstrated through experience, training, and/or testing):

• Advanced knowledge of Smartsheet

• Advanced knowledge of print, digital and other marketing communications production and channels.

• Skilled in project management tools and processes. Experience managing complex projects with multiple stakeholders, deliverables and tight timelines. 

• Presentation and group facilitation skills, including adaptation to various audiences such as first-line employees, management and customers.

• Skill in analyzing, modeling, and synthesizing a variety of data and developing recommendations and solutions.

• Strong research, proofreading, writing and editing skills.

• Ability to adhere to strict deadlines and to motivate/manage others to meet the same.

• Skill in the use of standard office productivity, training and project management software including entire Office 365 suite.

• Ability to communicate clearly, concisely and persuasively.

• Ability to carry out multiple assignments concurrently.

• Skill in planning, organizing, monitoring and ensuring achievement of milestones in projects or assignments, including elements performed by team members and collaborators.

• Excellent interpersonal skills.

• Excellent troubleshooting skills.

• Ability to interact effectively at all levels and across diverse cultures.

Working Conditions and Physical/Mental Demands

• With or without reasonable accommodation, requires the physical and mental capacity to effectively perform all essential functions. In addition to other demands, the demands of the job include:

• Maintaining composure in dealing with authorities, senior executives, clients, and staff, occasionally under conditions of urgency and in pressure situations.

• Must undergo and meet company standards for background and reference checks, controlled    substance testing, and behavioral selection survey.

• Required ability to handle multiple tasks concurrently.

• Handling and being exposed to sensitive and confidential information.

• Occasional travel (0-10%) to regional company offices, client sites and other locations may be required.

• Directing, motivating, training, and coaching staff in a positive manner.

• Reading and analyzing reports and data, including computer usage.