Senior Director, Commercial Operations and Pricing

Job not on LinkedIn

🔥 1 minute ago

🇺🇸 United States – Remote

💵 $175k - $225k / year

⏰ Full Time

🟠 Senior

⚙️ Operations

👻 Ghost score 0%

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Transcat

WebsiteLinkedInAll Job Openings

501 - 1000 employees

💼 Consulting

🍽️ Food & Beverage

📦 Logistics

Consulting • Food & Beverage • Logistics

Transcat is an industry leader in providing fast, quality, and accredited calibration services, with laboratory locations across North America. They offer a comprehensive range of test and measurement equipment, both new and refurbished, along with calibration and validation services that ensure instruments are ready for immediate use. Transcat is recognized for their commitment to quality and customer trust, serving various sectors including life sciences, manufacturing, and government.

📋 Description

• Build and lead Transcat’s commercial operating model across the Sales team to drive profitable growth, share gain, and competitive differentiation • Align sales coverage models, account segmentation, and tiering to focus resources on the highest-value opportunities within each territory • Define and roll out standardized sales processes and methodology integrated with the CRM • Build an ongoing training curriculum to develop critical selling capabilities across the sales organization • Partner with Finance, HR, and Sales leadership to align sales compensation with desired behaviors • Leverage connectivity, analytics, and AI-enabled CRM tools to improve speed, focus, predictability, and sales efficiency • Develop dashboards and reporting on pipeline, forecast, and performance trends for sales and executive leadership • Develop and execute enterprise pricing strategy, including pricing models, discount governance, and deal approval authority • Establish pricing process discipline and approval authority to protect margin while enabling effective competition • Redefine deal review lines, thresholds, and methodologies to protect margin while enabling speed to quote • Serve as escalation point and approval authority for non-standard pricing and deal structuring • Partner with executive leadership to translate commercial strategy into operational execution • Monitor market, competitive, and performance data to identify continuous improvement opportunities • Model Company values and drive alignment across teams • Ensure training and development plans are in place and communicated • Complete accurate, thorough, and prescriptive employee performance reviews on the required timeline • Perform other duties as assigned

🎯 Requirements

• Strong knowledge of sales operations, commercial operations, and pricing strategy in a B2B environment • Proven experience designing and implementing account segmentation and territory coverage models • Experience defining and rolling out sales process methodology and driving CRM adoption • Experience designing and administering sales incentive compensation plans • Familiarity with AI-enabled sales tools, connectivity platforms, and commercial analytics • Strong analytical and financial acumen, including pricing, margin, and deal analysis • Excellent communication and presentation skills, with the ability to influence senior stakeholders • Demonstrated ability to lead cross-functional initiatives without direct authority • Strong project management and organizational skills, with the ability to manage multiple priorities • High level of business acumen and strategic thinking • Bachelor’s degree in Business Administration, Finance, Marketing, or related field • 15+ years of relevant experience in sales operations, commercial operations, pricing, or related commercial roles, including leadership experience • Demonstrated experience with Salesforce (SFDC) or comparable CRM platforms • Experience designing and administering sales compensation plans preferred • Ability to meet the stated physical demands and perform essential job functions, with reasonable accommodation where applicable • Successful completion of pre-employment requirements, including identity and employment eligibility verification and, when applicable, a motor vehicle driving record report

🏖️ Benefits

• Work that matters • A values-based culture where people care about each other and the work they do together • Flexibility • Training and development to accelerate learning and career advancement • Competitive compensation and benefits • Paid time off • Health insurance • Tuition reimbursement • Retirement • Stock purchase plan