Director of Commercial Excellence - Atlanta, GA

 

 

Job ID:  489797

Exempt

 

Oldcastle Infrastructure™, a CRH company, is the leading provider of utility infrastructure solutions for the water, energy, and communications markets throughout North America. We’re more than just a manufacturer of precast concrete, polymer concrete, or plastic products. We’re a trusted and strategic partner to engineers, contractors, distributors, specifiers, and more. With our network of more than 80 manufacturing facilities and more than 4,000 employees, we’re leading the industry with innovation and a safety-first mindset.

 

Oldcastle Infrastructure - Built For Life from Oldcastle Infrastructure on Vimeo.

 

 

 

 

The Director of Commercial Excellence is focused on improving efficiency and delivering enhanced customer experience excellence across all sales and customer service touchpoints within the Infrastructure Products Group (IPG). This leader will drive best practice adoption and systematic process improvements to deliver a more consistent, scalable, efficient, and enhanced overall customer experience.  The director will lead a team that develops, implements, and sustains commercial best practices.  This leader is a business partner and change agent to drive IPG toward a customer-focused and market-based culture.  This position is responsible for working collaboratively with regional presidents, general managers, sales managers, and commercial roles to improve sales management and sales force effectiveness through the implementation of commercial best practices, assessments, and coaching while overseeing the training of users on the utilization of all commercial tools.  The director reports to the Vice President of Business Performance and represents IPG at the CRH level through thought leadership and commercial acumen.

 

Key Responsibilities (Essential Duties and Functions)

 

• Drive Salesforce.com (SFDC) utilization and maturity including usage of dashboards, pipeline dynamics, analysis of leading/lagging KPIs and generating actionable management insight, increased pipeline coverage and win rate
• Develop and deploy Sales Incentive Planning (SIP) annually across BU’s and stakeholder groups, adopting best practices and reducing complexity, while supporting a growth-oriented mindset. Creating a strong linkage between strategy, goals, and measures together with clear accountabilities and rewards
• Help develop and evolve our Service Platform to guide sales deployment and seller productivity across business units, market segments, and geographic boundaries
• Develop and partner with outside providers to develop sales and sales manager training, sales playbooks, and associated tool sets.
• Lead by influence across multidisciplinary teams and enable success by removing obstacles and developing strategic relationships throughout the business
• Advance the ability to deliver solutions for our customers through consultative selling and leveraging the broader capabilities of CRH

 

Experience/Knowledge Requirements

 

• 7+ years of work experience with responsibility for managing a sales force preferably in the building materials field
• Experience in delivering sales training
• 10+ years of related business experience within a process-driven global organization
• 5+ years demonstrated leadership and success leading or overseeing either a global Commercial Excellence or sales and business operations function with deep experience in CRM platforms, ideally Salesforce
• Previous experience leading transformational change projects; managing through ambiguity and uncertainty
• Experience with Six Sigma or similar process methodology and disciplines with a track record of having owned and implemented continuous improvement processes, working closely with IT and external providers
• Metrics and data-driven approach with the ability to translate analytic data into actionable insights
• Referenceable experience leading cross-functional, global teams to exceed goals
• Experience influencing executive leadership with the ability to effectively communicate complicated concepts and recommended courses of action to engage diverse audiences

 

Education/Skillset/Certification Requirements

 

• Bachelor’s Degree in Business, Marketing, or a related field with 2+ years of project management experience and/or 5+ years project engineering experience

 

What CRH Offers You

 

• Highly competitive base pay
• Comprehensive medical, dental and disability benefits programs