Position Summary
The Senior Manager, Commercial Excellence & Sales Enablement is responsible for driving the commercial processes, systems, analytics, and capabilities that improve sales effectiveness and accelerate profitable growth across Architectural Metals.
This role partners closely with Commercial Leadership to establish standardized sales management processes, improve pipeline visibility and forecasting, optimize CRM utilization, and strengthen commercial execution across the customer lifecycle. As an individual contributor, the Senior Manager serves as a strategic partner and change leader, influencing cross-functional teams without direct authority while helping transform the organization into a more disciplined, data-driven commercial organization.
Key Responsibilities
Commercial Excellence Strategy
• Develop and execute the Commercial Excellence roadmap aligned with the Metals growth strategy.
• Partner with Commercial Leadership to improve sales effectiveness, customer engagement, and revenue growth.
• Identify opportunities to improve commercial processes, eliminate inefficiencies, and standardize best practices across brands.
• Lead commercial transformation initiatives that improve customer acquisition, opportunity management, forecasting, and overall commercial performance.
Sales Process Excellence
• Design and implement standardized sales management processes, including lead generation, lead qualification, opportunity management, account planning, territory planning, and sales forecasting.
• Partner with sales leaders to improve pipeline health, forecast accuracy, and sales discipline.
• Develop dashboards, KPIs, and performance metrics that provide clear visibility into commercial performance.
• Support the adoption of consistent sales methodologies and operating rhythms across the organization.
CRM & Commercial Systems
• Own the commercial CRM strategy, governance, and continuous improvement roadmap.
• Serve as the business owner for Salesforce and related commercial technologies.
• Improve CRM adoption, data quality, reporting, and user effectiveness.
• Partner with IT to prioritize enhancements, integrations, and future commercial technology investments.
Commercial Analytics & Insights
• Develop reporting and analytics that enable data-driven commercial decisions.
• Analyze sales funnel performance, conversion rates, forecasting accuracy, customer activity, and commercial productivity.
• Provide actionable insights that improve revenue growth and customer retention.
• Support strategic planning through market, customer, and performance analysis.
Change Management & Capability Development
• Lead the implementation and sustainment of Commercial Excellence initiatives.
• Partner with Sales Leadership to drive adoption of new processes, tools, and behaviors.
• Develop training, playbooks, and sales operating standards.
• Influence leaders and teams through collaboration, coaching, and change management.
Cross-Functional Partnership
• Partner closely with Sales, Marketing, Product Management, Customer Experience, Finance, IT, and Operations.
• Support strategic growth initiatives, including market expansion, customer segmentation, pricing initiatives, and commercial transformation projects.
• Ensure commercial processes align with enterprise systems and business objectives.
Qualifications
Education
• Bachelor's degree in Business, Marketing, Sales, Engineering, Finance, or related field required.
• MBA preferred.
Experience
• 8+ years of progressive experience in Sales, Commercial Excellence, Sales Operations, Revenue Operations, Commercial Strategy, or Business Transformation.
• Experience working within manufacturing, industrial, construction products, or business-to-business environments preferred.
• Prior field sales or commercial leadership experience preferred.
• Demonstrated experience implementing commercial process improvements and sales transformation initiatives.
Qualifications
• Strong understanding of commercial operating models and sales management disciplines.
• Experience implementing or optimizing Salesforce CRM or similar CRM platforms.
• Proven success improving forecasting, pipeline management, account planning, and sales effectiveness.
• Experience leading cross-functional initiatives without direct reporting authority.
• Strong analytical and business acumen with the ability to translate data into actionable business insights.
• Experience leading organizational change and influencing senior leadership.
• Excellent communication, facilitation, and presentation skills.
• Strong project management and continuous improvement capabilities.
Key Competencies
• Strategic thinking and business acumen
• Commercial mindset
• Process improvement and continuous improvement
• Executive influence
• Change leadership
• Cross-functional collaboration
• Customer focus
• Data-driven decision making
• Analytical problem solving
• Results orientation
This job description is intended to describe the general nature and level of work. It is not an exhaustive list of all duties, responsibilities, and qualifications.
The compensation range for this role is $120,000 - 140,000 + annual bonus opportunity.
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Our Benefits
We care about and invest in our employees. We are proud to offer a comprehensive benefits package designed to support their well-being and foster professional development. Here is a glimpse of what you can look forward to if you join our team.
Competitive Benefits Package for employees and their dependents (Medical, Dental, Vision, Life, Disability)
Incentive Plans
401(k) with employer contribution and match
Employee Stock Purchase Plan with employer match
Paid Time Off (Vacation and Sick Time)
Paid Holidays
Tuition Reimbursement Program
Employee Assistance Program (EAP)
Wellness Program
Training and Career Progression
Apogee and our brands are an Equal Opportunity Employer.
Skills Required
- Bachelor's degree in Business, Marketing, Sales, Engineering, Finance, or a related field
- MBA
- 8 or more years of progressive experience in Sales, Commercial Excellence, Sales Operations, Revenue Operations, Commercial Strategy, or Business Transformation
- Experience in manufacturing, industrial, construction products, or business-to-business environments
- Prior field sales or commercial leadership experience
- Experience implementing commercial process improvements and sales transformation initiatives
- Strong understanding of commercial operating models and sales management disciplines
- Experience implementing or optimizing Salesforce or a similar CRM platform
- Proven success improving forecasting, pipeline management, account planning, and sales effectiveness
- Experience leading cross-functional initiatives without direct reporting authority
- Strong analytical and business acumen with the ability to translate data into actionable insights
- Experience leading organizational change and influencing senior leadership
- Excellent communication, facilitation, and presentation skills
- Strong project management and continuous improvement capabilities
Apogee Enterprises Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Apogee Enterprises and has not been reviewed or approved by Apogee Enterprises.
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Equity Value & Accessibility — Ownership via an Employee Stock Purchase Plan with a company match is positioned as a core element of total rewards, enhancing long‑term value beyond base pay. Plan updates and corporate materials emphasize this equity component as a meaningful part of compensation.
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Retirement Support — A 401(k) with employer contribution and match is consistently highlighted, signaling solid support for long‑term savings. Job materials and corporate content frame retirement plans as a key pillar of the package.
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Wellbeing & Lifestyle Benefits — Wellness and mental‑health resources include screenings, flu shots for employees and dependents, and an EAP with multiple counseling visits plus an online CBT tool. These offerings indicate tangible investment in wellbeing beyond core medical coverage.
Apogee Enterprises Insights
What We Do
By definition, Apogee means "highest point." It's no coincidence that it's also the name of our company. For over 70 years it is a name that has inspired and driven us to achieve a higher level of excellence in all we do. We are not satisfied with the status quo. We aim higher, think bigger, and endeavor to create even more value for every Apogee stakeholder. We strive to create peak value. Apogee is a leader in architectural products and services. Our glass and aluminum window, storefront and curtainwall systems make buildings look great, reduce energy consumption, and protect occupants and property. Our highly skilled team designs glass and metal building façades, completes massive orders for skyscrapers on time, and manages complex window, curtainwall and storefront installation projects. We are also a leader in the protection and conservation of all things framed and displayed. Our Tru Vue business provides high-performance glass and acrylic products for the custom framing, fine art, and technical glass markets.
