The Consultant is responsible for Commercial Planning & Performance including forecasting, territory management, and sales performance measurement. This role also ensures sales plans are data-driven, achievable, and aligned with business objectives to easily allow execution against key goals. As one of the strategic operational architects of commercial execution, the Commercial Planning & Performance function ensures the commercial team supports key visibility in the forecasting data, optimal territorial and segmental coverage, and achievable growth objectives to scale and meet the organization’s goals.
This role leads the forecasting process, territory design, and performance measurement to align resources with market potential. By partnering with senior leadership, it creates actionable sales strategies, monitors execution against plan, and identifies both gaps and opportunities in real time. The work drives accountability, maximizes productivity, and ensures the commercial team is equipped to deliver consistent, predictable results.
Responsibilities
- Sales Planning & Forecasting
- Lead the sales forecasting process and partner with leadership to develop annual and quarterly sales plans.
- Design and maintain territory assignments to optimize coverage and balance workload.
- Oversee sales operations processes including territory planning, pipeline management, compensation analysis, and incentive programs.
- Performance Management & Analytics
- Track and analyze sales performance against targets and KPIs, identifying gaps and recommending corrective actions.
- Provide strategic analysis of revenue performance, sales funnel dynamics, deal velocity, quota attainment, and other critical metrics to inform executive decisions.
- Conduct ad-hoc analyses and modeling to support high-stakes business decisions and long-term planning.
- Reporting & Data Governance
- Lead the design, implementation, and optimization of advanced analytics, reporting, and dashboards across Salesforce, Power BI, and other platforms.
- Maintain performance reporting tools and frameworks, ensuring accuracy and consistency.
- Develop and enforce organization-wide data governance, KPI frameworks, and operational best practices.
- Maintain thorough documentation of methodologies, data definitions, and process flows.
- Cross-Functional Leadership & Enablement
- Partner with leadership to translate insights into actionable strategies that drive growth, efficiency, and process improvements.
- Lead cross-functional projects and initiatives, serving as a bridge between operations, finance, sales, and marketing teams.
- Ensure alignment between sales strategy and operational execution to improve forecast accuracy and overall sales effectiveness.
- Mentor and guide junior analysts or operations team members in analytics, reporting, sales processes, and operational best practices.
Qualifications:
- MBA required; Bachelor’s degree in Business, Finance, Data Analytics, or a related field preferred.
- 5+ years of experience in operations, sales operations, business consulting, or analytics roles with increasing responsibility.
- Expertise in Salesforce, Power BI, Excel, and other analytics platforms; experience with SQL or data modeling preferred.
- Deep understanding of sales operations, data governance, KPI frameworks, and operational metrics.
- Strong strategic thinking, problem-solving, and project management skills.
- Proven ability to influence stakeholders at all levels and communicate insights effectively.
- Experience leading cross-functional initiatives and mentoring junior staff.
Ideal Attributes:
- Strategic & Analytical: Highly data-driven with the ability to transform complex analytics into actionable business strategies that drive measurable impact.
- Adaptive & Decisive: Thrives in ambiguity, providing clarity, structure, and direction in dynamic and evolving operational environments.
- Collaborative Leader: Builds strong cross-functional relationships, fosters teamwork, and demonstrates exceptional leadership and coaching skills to develop high-performing teams.
- Innovative Problem-Solver: Proactively identifies opportunities for improvement and leverages insights to implement creative, scalable solutions.
- Results-Oriented: Maintains a relentless focus on outcomes, balancing strategic vision with operational execution to achieve organizational goals.
- Excellent Communicator: Articulates complex concepts clearly and persuasively to stakeholders at all levels, influencing decisions and driving alignment.
About Us
Fortive Corporation Overview
Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.
We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.
Fortive: For you, for us, for growth.
About the TeamTop Skills
What We Do
Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions. We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating. Fortive: For you, for us, for growth.
