Senior Director, Commercial Operations and Pricing

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

📋 Description

• Develop and oversee Transcat’s commercial operating framework within the Sales team to foster profitable growth, market share expansion, and competitive advantage.

• Align sales coverage structures, account segmentation, and tiering to concentrate resources on the most valuable opportunities in each territory.

• Establish and implement standardized sales processes and methodologies integrated with the CRM system.

• Create a continuous training program to enhance essential selling skills throughout the sales organization.

• Collaborate with Finance, HR, and Sales leadership to synchronize sales compensation with targeted behaviors.

• Utilize connectivity, analytics, and AI-driven CRM tools to enhance speed, focus, predictability, and sales efficiency.

• Develop dashboards and reports on pipeline, forecasting, and performance trends for both sales and executive leadership.

• Formulate and execute an enterprise pricing strategy, encompassing pricing models, discount governance, and deal approval authority.

• Establish disciplined pricing processes and approval authority to safeguard margins while facilitating effective competition.

• Redefine deal review criteria, thresholds, and methodologies to maintain margins while ensuring quick quote generation.

• Act as the escalation point and approval authority for non-standard pricing and deal structuring.

• Collaborate with executive leadership to convert commercial strategy into operational execution.

• Monitor market conditions, competitive landscapes, and performance data to uncover continuous improvement opportunities.

• Exemplify Company values and encourage alignment across teams.

• Ensure training and development plans are established and communicated effectively.

• Conduct accurate, thorough, and actionable employee performance reviews within the required timeframe.

• Perform other duties as assigned.

⛳️ Requirements

• Extensive knowledge of sales operations, commercial operations, and pricing strategies in a B2B context.

• Proven track record in designing and implementing account segmentation and territory coverage models.

• Experience in defining and rolling out sales process methodologies and promoting CRM adoption.

• Background in designing and administering sales incentive compensation plans.

• Familiarity with AI-enhanced sales tools, connectivity platforms, and commercial analytics.

• Strong analytical and financial skills, including expertise in pricing, margin, and deal analysis.

• Exceptional communication and presentation abilities, with the capacity to influence senior stakeholders.

• Proven capability to lead cross-functional initiatives without direct authority.

• Strong project management and organizational skills, capable of managing multiple priorities.

• High degree of business acumen and strategic thinking.

• Bachelor’s degree in Business Administration, Finance, Marketing, or a related field.

• 15+ years of relevant experience in sales operations, commercial operations, pricing, or related commercial roles, including leadership experience.

• Proven experience with Salesforce (SFDC) or comparable CRM systems.

• Experience in designing and administering sales compensation plans is preferred.

• Ability to meet stated physical demands and perform essential job functions, with reasonable accommodations where applicable.

• Successful completion of pre-employment requirements, including identity and employment eligibility verification, and, when applicable, a motor vehicle driving record report.

🏝️ Benefits

• Meaningful work.

• A values-driven culture where individuals care for one another and the collaborative work they engage in.

• Flexibility.

• Training and development opportunities to accelerate learning and career progression.

• Competitive compensation and benefits package.

• Paid time off.

• Health insurance.

• Tuition reimbursement.

• Retirement options.

• Stock purchase plan.