The Commercial Effectiveness Manager drives sustained revenue, margin, and productivity improvement by designing, deploying, and governing best‑in‑class commercial processes across the go‑to‑market (GTM) lifecycle. This role will lead the development, delivery, and governance of technical and commercial capability programs for INST field teams. Strengthen onboarding, ensure consistent skill development, and support business performance by building a high‑capability, customer‑ready workforce. In additional, this role partners with Sales, Marketing, Finance, Supply Chain, and HR to strengthen pipeline health, operational effectiveness, improve price realization, and increase CRM/analytics adoption—translating strategy into frontline execution at scale.
What’s in it For You:
You will join a growth company offering a competitive base salary, bonus structure and benefits.
Opportunity for a long term, advancing career path in service, sales or management.
Access to the industry’s most innovative training programs.
Culture that values safety first, including training and personal protection.
Feel proud each day to work for a company that provides clean water, safe food, abundant energy and healthy environments
People Development
Safety: provide Safety Leadership - Champion a culture of safety, ensuring all employees are trained and compliant with safety protocols. Lead by example in promoting safety with both employees and customers.
Capability Development & Training Delivery: Lead INST onboarding and re- skilling programs for new and tenured field associates, ensuring consistent training quality. Develop and update training content (technical, service, safety, commercial skills). Ensure effective delivery across multiple formats (classroom, virtual, on the job, train the trainer).
Skill Assessment & Gap Closure: Identify technical and service skill gaps using competency assessments, design solutions to close gaps. Track and report capability progress for field teams, ensuring alignment with INST performance expectations.
Quality & Training Governance: Maintain training records, certification status, and compliance with internal learning standards. Partner with managers and HR to ensure training is aligned with HPO (High Performing Organization) standards and business priorities.
Cross Functional Collaboration: Work closely with Area Managers, Learning Champions, HR, and technical teams to deliver integrated development programs. Support business initiatives requiring field readiness (e.g., new product rollouts, service standards reinforcement).
Continuous Improvement: Monitor training effectiveness and implement improvements based on learner feedback and business outcomes. Maintain and enhance a central repository of job aids, standard work, and learning assets.
Organizational Effectiveness
GTM Strategy & Operating Model: Translate business priorities into regional commercial programs (segmentation, coverage, capacity planning, account planning, and territory design). Establish governance and cadences for pipeline reviews, forecast discipline, and deal coaching.
Sales Process & Enablement: Define and continuously improve the end to end sales process (from lead to renewal/expansion), including sales playbooks and opportunity qualification. Lead onboarding and ongoing capability programs (coaching, role plays, certifications) in partnership with Learning & Development. (People Development Job Description Above). Drive CRM hygiene standards, dashboards, and field adoption.
Pipeline, Forecast & Insights: Own pipeline quality and coverage standards; monitor conversion, velocity, and win loss trends; intervene with corrective actions. Improve forecast accuracy through data driven call methodologies and scenario planning; align with S&OP as needed.
Pricing & Margin Management: Partner with Sales/Finance on price architecture, discount guardrails, deal desks/approvals, and post deal value tracking. Track net price realization, mix effects, and promotion investment ROI.
Customer Lifecycle & Retention: Institutionalize expansion/renewal motions (cross sell/up sell plays, health scores, churn risk mitigation) with clear triggers and playbooks.
Tools & Technology: Act as the business owner for CRM/CPQ/sales intelligence tools; define requirements, drive adoption, and improve data quality. Partner with Analytics/IT to build self service insights (e.g., Power BI) and automate reporting.
Program Governance & Change Management: Stand up program PMO for commercial initiatives; set KPIs, run QBRs, and publish progress to stakeholders. Lead change management (communications, training, reinforcement) to land new ways of working.
Compliance / Risk: Ensure adherence to commercial policies (delegation of authority, discount approvals, data privacy). Champion inclusive, bias aware communications consistent with our JD language guidance.
Requirements:
7–10+ years in Sales/Sales ops. Commercial Excellence, or related roles.
Technical training, sales/service enablement, or capability development (B2B/field‑service preferred).
Experience supporting field teams and delivering hands‑on technical or service training.
Strong facilitation and instructional design skills.
Strong stakeholder management and communication skills.
Strong analytical skills; proficiency in CRM and BI tools.
Experience delivering multi‑market commercial programs.
Strong communication, stakeholder management, and change leadership.
Bachelor’s degree required.
