Commercial Excellence - Sr. Manager

The Commercial Excellence role is responsible for driving data-driven decision-making, sales effectiveness, revenue growth, and commercial performance improvement across the organization. This role partners closely with Sales, Marketing, Finance, Customer Success, Operations, and Leadership teams to analyze business performance, identify growth opportunities, optimize commercial processes, and support strategic initiatives.

The ideal candidate combines strong business analysis, commercial acumen, data analytics, and stakeholder management skills to deliver actionable insights that improve sales productivity, customer profitability, forecasting accuracy, and overall business performance.

Key Responsibilities

Commercial Performance Analysis

• Analyze sales, revenue, margin, pricing, customer, and market performance data to identify trends, risks, and growth opportunities.
• Develop and monitor key commercial KPIs,
• Provide actionable recommendations to improve commercial outcomes and business performance.
• Conduct variance analysis and identify root causes of performance gaps.

• Support sales leadership in improving sales processes, pipeline management, territory planning, and account prioritization.
• Analyze sales funnel performance and conversion metrics to identify bottlenecks.
• Monitor sales team performance against targets and quotas.
• Support sales incentive and commission plan analysis.
• Identify opportunities to improve sales productivity and effectiveness.

• Analyze customer segmentation, buying behaviors, retention, and profitability.
• Support customer growth strategies through account-level and segment-level analysis.
• Conduct market intelligence and competitive benchmarking.
• Identify emerging market opportunities and commercial risks.

• Support annual operating plans, budgeting, and sales forecasting processes.
• Develop forecasting models and performance tracking mechanisms.
• Monitor forecast accuracy and recommend improvements.
• Assist leadership with scenario modeling and business planning activities.

• Design and maintain commercial dashboards, scorecards, and executive reports.
• Develop automated reporting solutions using BI tools.
• Ensure data integrity, consistency, and governance across commercial systems.
• Translate complex data into meaningful business insights and recommendations.

• Analyze existing commercial processes and identify opportunities for optimization and automation.
• Support CRM, sales enablement, and digital transformation initiatives.
• Participate in cross-functional projects focused on commercial excellence and operational efficiency.
• Document business requirements and support implementation of process improvements.

• Partner with Sales, Marketing, Finance, Operations, Product Management, and Leadership teams.
• Facilitate discussions around business performance and improvement opportunities.
• Present findings, recommendations, and business cases to senior stakeholders.
• Act as a trusted advisor for commercial decision-making

• Bachelor's degree in Engineering Engineering, Data Analytics, or a related field.
• 8-10 years of experience in:
• Commercial Excellence
• Sales Operations
• Business Analytics
• Business Intelligence
• Strategy & Operations
• Strong analytical and problem-solving skills.
• Experience working with large datasets and performance metrics.
• Excellent stakeholder management and communication skills.

• Understanding of AI-driven sales analytics and forecasting.
• Experience using Generative AI tools to improve commercial productivity.
• Artificial Intelligence concepts
• Machine Learning lifecycle
• Generative AI and Large Language Models (LLMs)
• Knowledge of predictive analytics for:
• Ability to translate business requirements into analytics and AI use cases.
• Familiarity with AI-enabled CRM and sales intelligence platforms.