Director of Commercial Excellence

The Director of Commercial Excellence is a strategic leader responsible for driving operational excellence across the commercial organization. This role oversees sales operations, sales enablement, CRM optimization, performance analytics, and cross-functional alignment to support revenue growth and customer success. The ideal candidate combines analytical rigor with business acumen and excels in leading teams and implementing scalable processes.

Responsibilities:

Sales Operations & Enablement

• Lead and optimize sales processes, tools, and systems to improve efficiency and effectiveness.
• Partner with Sales Leadership to develop and execute go-to-market strategies.
• Manage sales forecasting, pipeline analysis, and prospecting.

Commercial Strategy

• Develop and implement sales enablement tools and market strategies
• Collaborate with Marketing and Business Development for lead gen and competitive intelligence to help steer and capture market share with sales team

CRM & Data Management

• Own the CRM strategy (e.g., Salesforce), ensuring data integrity, user adoption, and reporting accuracy.
• Drive automation and integration of commercial tools and platforms.

Performance Analytics & Reporting

• Deliver actionable insights through dashboards and KPIs to inform decision-making.
• Monitor commercial performance and identify areas for improvement.

Cross-Functional Collaboration

• Act as a liaison between Sales, Marketing, Finance, Product and Operations teams to ensure alignment.
• Support strategic initiatives such as new product launches, and market expansion.

Team Leadership

• Build and lead a high-performing Commercial Operations team.
• Foster a culture of continuous improvement, accountability, and innovation.

Required Knowledge, Skills, Abilities (must be able to be ascertained from the resume):

• Strategic thinker with a hands-on approach.
• Data-driven decision-maker.
• Collaborative and influential leader.
• Comfortable navigating ambiguity and driving change.

Required Education and Experience:

• Bachelor’s degree in Business, Finance, Engineering or related field.
• 10+ years of experience in commercial operations, sales, business strategy, or business operations.
• Proven leadership experience in a fast-paced, matrixed organization.
• Strong proficiency in CRM systems (e.g., Salesforce), BI tools (e.g., Tableau, Power BI), and Excel.
• Excellent communication, analytical, and project management skills.
• Experience in Warehouse and Distribution, Supply chain, SaaS, Manufacturing is a plus.

This job description describes the general nature and level of work expected of a person assigned to this position. All job requirements listed indicate the minimum level of knowledge, skills and/or ability deemed necessary to perform the job proficiently. Employees may be required to perform any other job-related duties as requested by their supervisor.

It is the policy of FORTNA and its affiliated companies to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, pregnancy or pregnancy-related condition, status with regard to public assistance, veteran status, citizenship status (if authorized to work in the U.S.), or any other characteristic protected by federal, state or local law. In addition, FORTNA will provide reasonable accommodations for qualified individuals with disabilities.