Sales Excellence Manager

Your role

Mission

The mission of the Sales Excellence Manager is to Build and continuously improve the commercial operating system that enables the organization’s ambition to scale organically and achieving the full potential.

The Manager connects strategy, performance, people, processes, data, tools, and sales capability into one integrated commercial system. The role identifies the highest-impact opportunities to improve how the organization sells and translates them into scalable solutions across the business.

The Manager leads the Sales Excellence agenda across CRM, Sales Development, Marketing Intelligence, and Sales Tools, ensuring these capabilities work together against common business priorities and measurable outcomes.

Responsibilities

Commercial Strategy & Prioritization

• Translate business strategy and organic growth objectives into the Sales Excellence agenda.


• Identify the organizational capabilities and changes required to enable growth.


• Assess competing opportunities and prioritize initiatives based on business impact.


• Establish the Sales Excellence roadmap and align resources to the highest-value priorities.

Commercial Performance & Effectiveness

• Assess commercial performance across businesses, regions, channels, and customer segments to identify material performance gaps.


• Determine the underlying drivers of performance, separating structural issues from execution issues.


• Identify the highest-impact constraints and opportunities affecting growth, productivity, and sales effectiveness.


• Translate performance findings into clear priorities, actions, and business decisions.


• Establish the measures and management disciplines required to track improvement and sustain accountability.


• Challenge performance assumptions and recommend changes in priorities, resources, capabilities, or ways of working when results warrant.

Responsibilities cont.

Engineering the Operating Model

• Define the commercial operating model required to support consistent, scalable execution.


• Identify where gaps in process, capability, accountability, or ways of working are limiting performance.


• Establish the principles and standards that should be common across the organization.


• Determine where processes, tools, or organizational practices should be standardized, simplified, or redesigned. 


• Ensure commercial processes and disciplines are aligned to business priorities and field needs. 


• Continuously evolve the operating model as business strategy, customer needs, and organizational requirements change.

Sales Excellence Leadership

• Set priorities and direction for the Sales Excellence team based on business needs.


• Integrate CRM, Sales Development, Marketing Intelligence, and Sales Tools around common commercial priorities. 


• Allocate resources across initiatives based on business impact and urgency. 


• Establish clear objectives, accountability, and performance expectations for the team. 


• Develop the team’s capabilities, effectiveness, and influence across the organization. 


• Ensure the team operates with a common agenda and delivers measurable value to the business. 

Strategic Commercial Impact

• Identify the highest-impact opportunities to improve the organization’s ability to grow organically. 


• Translate business priorities and performance gaps into focused Sales Excellence initiatives. 


• Lead cross-functional efforts to address systemic barriers to commercial performance. 


• Bring the right people, capabilities, and resources together to solve complex commercial challenges. 


• Build alignment across functions and business leaders around priorities, actions, and accountability. 


• Evaluate the impact of major initiatives and redirect effort when results do not justify continued investment. 


• Provide senior leadership with clear recommendations on where Sales Excellence can create the greatest business impact. 

Your skills and experience

Education and Experience

• Bachelor’s degree in Business, Marketing, Finance, Economics, or related field required.


• 8+ years of progressive experience in Sales Excellence, Commercial Excellence, Sales Effectiveness, Commercial Strategy, or Strategic Sales Operations.


• Demonstrated experience improving commercial performance at an organizational level, not solely managing sales operations or reporting.


• Proven experience diagnosing commercial performance, identifying root causes, and leading initiatives that improve sales effectiveness, productivity, or execution.


• Experience working across multiple sales teams, regions, channels, or business units and translating common challenges into scalable solutions.


• Experience leading a team of commercial specialists and integrating multiple capabilities toward shared business priorities.


• Demonstrated ability to influence senior commercial leaders and lead cross-functional change without direct authority. 

Preferred Skills

• Strong commercial acumen with a clear understanding of how the business operates, competes and generates profitable growth. 


• Commercial acumen across market dynamics, customers, channels, products, pricing, sales execution, and profitability.


• Strategic thinking and business judgment with a focus on root causes, priorities, trade-offs, and highest-impact opportunities.


• Ability to connect people, processes, data, technology, and execution to improve commercial performance.


• Experience translating business strategy into focused commercial priorities and scalable initiatives.


• Executive presence and influence across senior leaders, business functions, and geographically dispersed teams.


• Change leadership with demonstrated success driving adoption and sustained improvements across complex organizations.


• Leadership of high-performing teams with diverse commercial and analytical capabilities.


• Data and technology fluency across CRM, ERP, analytics, and commercial systems, combined with clear and concise executive communication. 


• Experience with CRM and ERP systems, preferably SAP.


• Proficiency with Microsoft 365 applications, including advanced Excel skills and Power BI


• Familiarity with commercial technology, sales enablement platforms, and data management practices.


• Flexibility and ability to travel up to 20% of working time.


• Proactive mindset and ability to take ownership of initiatives.

Your compensation and benefits

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  Attractive benefits include:

  
  

   

  
  

  · Excellent compensation package, including a flexible benefits plan, and generous 401 (k) retirement plan

  
  

  · Health insurance/ Dental insurance/ Vision insurance

  
  

  · Competitive paid time off

  
  

  · Annual bonus structure

  
  

  · ___k/ year. Salary based on knowledge, skills, and experience and has been geographically adjusted.

  
  

Your job location

This role offers a hybrid working arrangement, allowing you to split your time between working remotely and being on-site at our Corporate office, Rock Hill, SC.

Application process

Our selection process includes interviews and, for some roles, skills assessments that help us gain a deeper understanding of your profile. We look forward to getting to know you, learning about your strengths, and discussing how you can grow with us. If you have questions during the process or need support, please contact us:

Talent Acquisition: Joseph Coleman