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.

Compensation

The compensation range for this role is $120,000 - 140,000 + annual bonus opportunity.

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.