Sales Excellence Leader

This is a fully remote position, open to applicants in United States.

📋 Description

• Design and implement a unified sales methodology from project identification through to winning and expansion.

• Establish qualification standards, opportunity stages, exit criteria, and necessary seller actions.

• Enhance funnel quality, conversion rates, and early detection of new projects and opportunities.

• Conduct win/loss analysis and funnel diagnostics with Sales leadership, translating insights into actionable improvements.

• Develop commercial processes for tracking installed projects, lifecycle events, and anticipated MRO timing.

• Create transparency around replacement, retrofit, expansion, and share-of-wallet opportunities.

• Set up systems that transform installed-base and customer signals into actionable sales leads.

• Monitor MRO capture and identify revenue leaks or missed share-of-wallet opportunities.

• Establish KPI and scorecard frameworks aligned with the sales strategy.

• Design the sales operational cadence, including funnel management, account oversight, channel strategy, and quarterly business reviews.

• Convert data into decisions, actions, ownership, and follow-through.

• Implement performance diagnostics related to win rates, sales cycles, account penetration, and seller productivity.

• Create channel scorecards and facilitate structured partner reviews.

• Collaborate with Channel Management to enhance segmentation, coverage, and channel investment returns.

• Identify and remove process friction to reduce customer-facing selling time.

• Develop sales playbooks, tools, and best practices.

• Utilize AI and automation to boost productivity and commercial insights.

• Lead cross-functional initiatives aimed at enhancing sales effectiveness.

⛳️ Requirements

• Over 7 years of experience in Sales Excellence, Commercial Excellence, sales effectiveness, strategy/operations, or similar commercial transformation roles.

• Preferred experience in B2B industrial, technical, or complex solution selling.

• Proven track record in designing and implementing sales methodologies, funnel governance, and performance systems.

• Strong commercial analytics skills and proficiency in CRM/Salesforce, with the capability to translate insights into actionable steps.

• Credibility to influence and constructively challenge sales leaders across various functions.

• Builder mindset: comfortable creating new capabilities instead of merely managing established functions.

🏝️ Benefits

• Equal opportunity employer.

• Reasonable accommodations for applicants with disabilities.