Commercial Excellence Manager

Overview

Element has an opportunity for a Commercial Excellence Manager to join our growing team.  The Commercial Excellence Manager is responsible for implementing and driving the Life Sciences commercial excellence program of initiatives, tools, processes, and operating rhythm. This role partners directly with the Sales Director and the BD organization to strengthen revenue conversion, pipeline rigor, forecasting accuracy, pricing discipline, and CRM/Power BI adoption. The role also ensures Deal Desk, quoting governance, and cross-functional commercial workflows are executed consistently and professionally across the region.

 

Location: Remote / Work from Home with travel to labs and customer sites as needed

Pay Range: $115k-$130k DOE

 

Learn more about our Life Sciences Testing Division here: EMT Life Sciences Testing

 

 

Responsibilities

• Provide data, insights, and executive reporting to the Sales Director to support visibility, decision-making, and monthly/annual planning (Power BI dashboards, KPIs, commercial scorecards).
• Champion adoption of Commercial Excellence processes, tools, and systems across the Life Sciences commercial team; embed best practices and drive accountability.
• Partner with Group/Regional Commercial Excellence leadership to roll out initiatives and standards across the BU; act as the BU point-of-contact for implementation and feedback.
• Own the Life Sciences Deal Desk workflow and governance: intake completeness, routing, scheduling, documentation, approvals, and follow-through; ensure the correct LS-first protocol is consistently executed.
• Monitor campaigns, KPIs, BD activity, leads, and opportunities; identify drivers, root causes, and recommend actions to improve results and stage velocity.
• Support divisional growth initiatives and planning activities including budget preparation, pipeline reviews, and go-to-market execution.
• Collaborate with Marketing to align divisional needs, run campaigns/journeys, and translate campaign performance into actionable improvements.
• Support pricing governance by partnering with Pricing leadership; coordinate data gathering, analysis, and enablement for price actions and value positioning.
• Lead onboarding for new commercial team members: system access, CRM usage, operating cadence, and role expectations; deliver training and reinforce through follow-up coaching.
• Drive continuous process improvement across commercial workflows (quote tools, SharePoint/OneDrive organization, distribution lists, reporting automation) to remove friction and increase consistency.

Key Outcomes (What success looks like)

• Consistent, disciplined commercial operating rhythm (weekly/monthly cadence) across BD teams and labs
• High adoption and data quality in Microsoft Dynamics CRM; clear DCRM non-negotiables enforced
• Timely, trusted Power BI reporting that drives decisions: pipeline health, stage velocity, win/loss, quoting activity, and revenue conversion
• Efficient, compliant Deal Desk routing and approval workflow with LS-first governance and strong cross-functional coordinatio
• Improved revenue conversion performance through process improvement, training, and ongoing coaching support for BD teams.

Skills / Qualifications

• Bachelor’s degree in a related field; 5+ years in commercial excellence, sales operations, sales enablement, or sales support.
• Proven ability to analyze and interpret commercial data; strong reporting and recommendation capability.
• Advanced Microsoft Office skills (Excel, PowerPoint); ability to build repeatable templates and operating dashboards.
• Microsoft Dynamics CRM proficiency; able to define and enforce CRM hygiene standards.
• Power BI experience strongly preferred (or demonstrated ability to learn quickly).
• Strong interpersonal skills with high EQ; able to coach and influence without authority.
• Ability to travel with overnight stays as required.

Competencies: 

• Data-to-insight mindset: translates commercial data into actionable recommendations.
• Operational excellence: proactive, organized, deadline-driven; manages multiple moving parts calmly.
• Change leadership: enables adoption, removes friction, reinforces standards.
• Cross-functional partnership: works effectively with Sales, Labs/Ops, Finance, Legal, Pricing, Marketing, and IT.
• Communication: clear, concise, and confident written/oral communication with senior leaders.

#LI-TK1

Company Overview

Element is one of the fastest growing testing, inspection and certification businesses