Vice President, Commercial Excellence
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Job Description
VP of Commercial Excellence managing systems and processes for commercial KPI reporting and pricing strategy in energy services. Collaborating with Sales, Finance, and IT/Data for improved performance outcomes.
Responsibilities:
- Own and continuously evolve the weekly/monthly commercial KPI reporting framework — account health, fleet on rent, opportunity pipeline, project billing, pricing health, and forecast vs. budget.
- Partner with IT/Data teams to expand and maintain data connectivity across operational systems; resolve data access and integration gaps.
- Serve as the single source of truth for commercial performance reporting to the executive team, regional leadership, and branch managers.
- Own pricing strategy, including floor/target rate structures and tiered approval workflows across deal types.
- Monitor pricing health by rep, branch, and region; identify and correct rate erosion.
- Develop KPI’s and SPO for Estimating and Engineering team while ensuring timely execution of bids and requests.
- Design, administer, and clearly communicate sales commission plans, including special provisions such as paid-when-paid terms.
- Build and maintain a tiered KPI coaching framework — weekly leading-indicator KPIs and monthly outcome KPIs — for use by regional and branch sales leaders.
- Own the forecast-to-budget process and monthly/quarterly business reviews.
Requirements:
- Bachelor's degree in business, Finance, Analytics, or a related field; MBA preferred.
- 10+ years of progressive experience in sales operations, commercial strategy, pricing, or revenue operations, ideally within industrial services, equipment rental, energy services, or related B2B sectors.
- Demonstrated experience building or leading KPI reporting systems, pricing governance programs, and sales compensation plans.
- Strong proficiency with BI/analytics tools (e.g., Sigma, Power BI) and ERP/CRM systems (e.g., NetSuite, Odoo).
- Advanced Excel skills; SQL proficiency is a strong plus.
- Experience operating within a multi-branch, multi-region field sales organization.
- Prior experience supporting commercial integration through a merger or acquisition is a plus.
- Excellent communication skills, with the ability to translate complex data into clear executive narratives.
Benefits:
- Health insurance
- 401(k) matching
- Flexible work hours
- Professional development opportunities
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