Global Head of Commercial Enablement

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Job Summary

The Head of Commercial Enablement is responsible for strategically transforming and optimizing commercial processes to drive operational excellence and accountability across sales, marketing, and customer service. This pivotal role will establish a robust framework for enhancing sales excellence, optimizing offer management, enhancing competitive intelligence, strengthening channel management, and leading the sales academy.

This position partners with business area leadership and cross-functional teams in marketing, sales, customer service, product, IT, and finance to optimize operations and align organizational priorities with strategic goals.

This role will lead high-impact initiatives that standardize processes to ensure that commercial teams and channel partners operate efficiently, leverage data-driven insights, and continuously develop commercial capabilities to achieve sustainable revenue growth and profitability. 

This role reports to Chief Commercial Officer and will be based in Wilmington, DE. The selected candidate is expected to be onsite 3 days a week. Candidates outside the area willing to relocate will be considered if qualified.

Primary Duties & Responsibilities

Sales Excellence & Process Optimization

• Lead the standardization of commercial processes by developing and implementing best-in-class sales processes, methodologies, and tools to drive efficiency and effectiveness.

• Develop commercial technology roadmap aligned with customer and business needs to optimize CRM utilization, sales forecasting, pipeline management, and sales performance metrics.

• Identify and champion opportunities to leverage AI and automation technologies to streamline operations, reduce manual processes, and elevate overall productivity across commercial functions.

• Establish and monitor key performance indicators (KPIs) to track and enhance sales productivity.

• Drive cross-functional collaboration with marketing, product, and finance teams to align sales strategies with business objectives.

Offer Management & Pricing Strategy

• Develop pricing governance to ensure effective pricing strategies and compliance with established frameworks to maximize revenue and profitability.

• Standardize value-based pricing models and discounting frameworks across the organization.

Competitive Intelligence & Market Insights

• Establish a structured approach to gathering and analyzing competitive intelligence, market trends, and customer insights.

• Develop benchmarking reports, competitive battle cards, and strategic recommendations for sales teams.

• Drive the adoption of analytics tools and AI-driven insights to enhance decision-making in sales and commercial operations.

• Provide strategic guidance on market entry, expansion opportunities, and pricing competitiveness.

Channel Management & Partner Strategy

• Develop and implement a structured framework and best practices to define a channel management strategy to maximize indirect sales performance.

• Define channel partner segmentation, performance metrics, and incentive structures to drive growth.

• Ensure channel partners receive the necessary training, tools, and insights to effectively sell and support the company’s solutions.

• Align direct and indirect sales strategies to minimize channel conflict and optimize revenue growth.

Sales Academy & Talent Development

• In collaboration with the Learning & Development team, design and oversee the Sales Academy to elevate the skills, knowledge, and capabilities of both direct and indirect sales teams.

• Implement structured training programs, including onboarding, product training, sales methodologies, negotiation techniques, and leadership development.

• Establish a coaching culture with structured mentorship programs and continuous learning initiatives.

• Measure and track the impact of training programs on sales performance and business outcomes.