Role Snapshot
- Reports to: VP, Commercial Excellence and President Gas Control Equipment
- Direct reports: 3 Commercial Excellence professionals
Role Purpose
As Sr. Manager / Director, Commercial Excellence (ComEx) for GCE, you will play a pivotal leadership role in accelerating profitable organic growth, margin expansion, and salesforce effectiveness across a global gas equipment platform.
This role is designed with grade flexibility and is central to building a scalable, best-in-class commercial infrastructure that supports GCE's current business as well as future growth through acquisitions and portfolio expansion. You will embed best practices across pricing, sales operations, CRM governance, incentives, analytics, and AI-enabled capabilities—translating strategy into measurable financial impact
Reporting Line & Key Interfaces
- Reports to: VP, Commercial Excellence
- Direct reports: 3 Commercial Excellence professionals
- Key stakeholders: GCE President, CFO/Global Finance, Business Area Leaders, Product Management, Regional Sales Leaders
Scope & Strategic Context
- Commercial Excellence leadership for a industrial and medical gas control equipment platform.
- Multi-region footprint spanning project, OEM, and service/aftermarket business models
- Primary focus: Build strong commercial infrastructure, apply best practices to acquisitions, and scale AI-enabled commercial decision-making
- Finance partnership to standardize daily/weekly/monthly sales & orders reporting with drill-down by product line, region, quota, and associate level
Key Responsibilities
1) Commercial Excellence & Sales Effectiveness
- Develop and deploy best-in-class sales management practices to improve win rates, pipeline velocity, forecast accuracy, and sales productivity.
- Drive adoption of value-based and solution-selling methodologies globally and support strategic business development initiatives in selected segments and key customers.
- Act as a trusted advisor to Business Area and Regional leaders, balancing global standards with local execution.
2) Commercial Strategy, Infrastructure & Growth Execution
- Build and scale robust commercial infrastructure to support organic growth, aftermarket expansion, and integration of acquired businesses.
- Identify and develop market white space opportunities using data-driven targeting, segmentation, and account analytics.
- Design and deploy segment-specific commercial playbooks, with emphasis on installed base monetization and service/aftermarket lifecycle value.
- Ensure commercial initiatives are embedded in budgets and operating plans, supported with defined growth bridges, KPIs, and governance.
- Ensure quota/SIP deployment at 2× growth ambition, supported by adequate CRM pipeline coverage.
3)Pricing Strategy, AI Enablement & Performance Management
- Execute group pricing strategy across project/new equipment and service/aftermarket businesses, covering value-based, transactional, pass-through, and formula-driven pricing.
- Drive year-over-year price realization through disciplined price funnel management and closure of pricing leakage with robust controls.
- Accelerate adoption of AI and advanced analytics for pricing optimization, deal analytics, and win-probability modeling.
- Support governance of centralized list price and price control tools (e.g., PROS) and report price performance monthly/quarterly.
4) AI-Driven Commercial Enablement & Lead Generation
- Drive adoption of AI-enabled tools for lead generation, lead prioritization, account targeting, opportunity scoring, and conversion improvement.
- Partner with IT/Digital/Marketing to pilot and scale AI use cases that improve sales efficiency, pricing discipline, forecasting, and decision quality.
- Ensure AI initiatives deliver measurable business impact through clear use cases, adoption plans, and ROI tracking.
5) CRM Business Ownership & Commercial Architecture
- Serve as business owner for global CRM adoption.
- Establish standardized sales workflows, opportunity stages, governance policies, and lead-to-opportunity-to-order milestones to improve pipeline visibility and forecast accuracy.
- Deliver executive dashboards providing leadership real-time insights into pipeline health and regional/product-line performance, and drive adoption through training and enablement.
6) Sales, Orders & Performance Reporting (Finance Partnership)
- Work with Finance to standardize daily, weekly, and monthly reporting of sales, orders, and backlog with one version of the truth.
- Enable tracking by product lines, regions, business areas, quota/targets, and create drill-down capability to associate level as required for coaching and corrective actions.
- Translate reporting into actionable insights to support sales execution, resource allocation, and forecast confidence.
7) Acquisitions & Integration Support
- Apply commercial best practices to newly acquired businesses, including pricing frameworks, CRM adoption, sales processes, and incentives.
- Support post-merger integration by ensuring commercial discipline, data transparency, and rapid value capture.
8) Leadership & Team Development
- Lead and develop a core Commercial Excellence team of 3 direct reports, setting clear objectives and performance expectations.
- Foster a culture of commercial rigor, accountability, continuous improvement, and data-driven decision making.
- Influence effectively within a global matrix organization, building alignment and driving change adoption.
Qualifications & Experience
Must Have
- 10+ years of commercial experience of which 5+ years of demonstrated success in Commercial Excellence, Pricing, Sales Operations, or related roles within B2B industrial/project and/or aftermarket/service businesses.
- Strong hands-on capability in building and using commercial dashboards and analytics to generate actionable insights for sales and business leaders.
- Technology savvy with working knowledge of ERP (e.g., SAP or equivalent), CRM (preferably Salesforce), Business Warehouse/Data platforms, and Power BI.
- Proven experience driving cross-functional adoption of tools, dashboards, and standardized commercial processes with Sales, Marketing, Product Management, and Business/P&L leaders.
- Strong communication and presentation skills to engage sales teams, product managers, and senior leaders—translating complex analysis into clear actions.
- Demonstrated ability to drive change and influence in a matrix organization; proactive, self-starter, and results-focused.
- Strong financial modelling skills with ability to perform multi-scenario P&L and commercial impact analysis.
- Willingness to work in extended time zone needed for global role
Strong Plus
- Prior experience in Sales and/or Product Management, with understanding of customer decision processes, portfolio/lifecycle management, and value positioning.
- Experience applying AI tools for lead generation, pricing optimization, deal analytics, or forecasting in a commercial environment.
- Experience supporting integration of acquisitions and scaling commercial best practices across newly acquired entities.
