Global Commercial Data & Insights Leader

Key Responsibilities

• Own the enterprise strategy for how the company defines and views its customers across transactional relationships and hierarchical structures.
• Articulate what each dimension means, its business relevance, and how it should inform commercial decisions.
• Own customer profile definitions, including transacting type (direct, distributor, and other sell-to classifications), parent entities, customer groups such as OEM, and other elements needed for effective customer management.
• Ensure each is clearly defined and correctly positioned within the overall taxonomy.
• Own the customer segmentation framework and assignment process, ensuring classifications use clear criteria, are applied consistently, and remain accurate as customer relationships evolve.
• Maintain and prioritize a multi-year commercial data and insights roadmap that aligns business strategy, governance, reporting investments, and technology capabilities.
• Serve as business owner for customer data standards across commercial systems, ensuring consistent application of account hierarchies, segmentation, classifications, and governance policies.
• Ensure customer profile elements are accurately embedded and consistently applied across SAP, Salesforce, and other relevant systems in partnership with system owners and data custodians.
• Maintain alignment across systems and resolve profile-related conflicts that could undermine data integrity or reporting accuracy.
• Establish ongoing measurement of customer profile data quality, including quality dimensions, thresholds, KPIs, and monitoring and reporting mechanisms.
• Identify needs for new or revised customer and commercial reports and align reporting investments with business strategy and enterprise objectives.
• Ensure customer definitions are reflected correctly in reports and dashboards, working with Commercial Analytics and IT.
• Lead or co-lead the Commercial Reporting Governing Body, ensuring reports are built, certified, maintained in a streamlined repository, and retired when appropriate.
• Structure and maintain customer profile elements to support growth analysis, market opportunity assessment, and advanced commercial analytics.
• Lead or co-lead the Customer Data Excellence initiative, contributing customer data governance and commercial insight expertise to cross-functional workstreams and program planning.
• Prioritize Customer Data Excellence initiative activities and deliverables against the use cases defined in the program roadmap.
• Lead or co-lead the Commercial Data Governance Council to align customer definitions, commercial KPIs, data standards, issue resolution, and strategic data investments.
• Partner with business leaders to establish and track value realization metrics for customer data, reporting, and analytics investments, including growth, customer engagement, sales productivity, forecast accuracy, and decision quality.
• Ensure customer profile data is AI-ready, with governed and certified definitions, documented lineage, and a trustworthy foundation for commercial AI and advanced analytics.
• Partner with Commercial Excellence, Analytics, and IT to prioritize AI and advanced analytics opportunities enabled by trusted customer data.
• Drive adoption of customer data standards and reporting solutions through stakeholder engagement, education, communication, and change management.
• Partner with business units and functions to reinforce proper use of and sustained compliance with defined standards.
• Build shared understanding of customer definitions and commercial KPIs across Sales, Finance, Customer Experience, IT, and Analytics.

What We’re Looking For

• Deep B2B customer and master data governance experience, including working knowledge of SAP MDG, Salesforce account and opportunity models, and SAP-to-CRM integration patterns.
• Channel fluency across direct, distribution, parent entity, OEM, and end-user models, with the ability to translate complex channel structures into clear data definitions and hierarchy rules.
• Track record of defining and certifying trusted KPIs, setting data quality standards and service levels, and standing up ongoing measurement practices.
• Proven ability to translate senior leaders’ decision-making needs into prioritized reporting requirements and an enterprise reporting roadmap built around business value.
• Strong cross-functional influence, with the ability to uphold enterprise data and reporting rules across Sales, Finance, Customer Experience, IT, and Analytics without direct authority.
• Experience within a formal data-governance framework, including leading or co-leading governance forums and resolving definitional conflicts.
• Working understanding of what makes data AI-ready: governed definitions, clean hierarchies, and documented lineage.
• Experience establishing value realization measures for data and analytics investments, with change management capability in a global commercial organization.

Success Measures

• Increased use of customer and commercial insight in business decision-making.
• Reduction in duplicate or conflicting customer records.
• Harmonized customer and commercial KPI definitions across the businesses.
• Measurable improvement in customer profile data quality against defined thresholds.
• Higher adoption of enterprise reporting solutions.
• Standardized customer hierarchies and segmentation in Salesforce.
• Reduced duplication of reporting effort.
• Improved visibility into revenue, margin, pipeline, customer, and commercial performance drivers.
• Improved forecast accuracy enabled by trusted customer data.
• Strong alignment between business priorities, reporting investments, and analytics delivery.
• Faster conversion of business questions into actionable insights and decisions.
• Quantified business value generated from data and reporting initiatives.
• Successful deployment of commercial AI use cases.