Vice President Commercial Excellence (3152)

Key Responsibilities

• Own and continuously evolve the weekly/monthly commercial KPI reporting framework — account health (new, active, dormant, declining), fleet on rent, opportunity pipeline, project billing, pricing health, and forecast vs. budget.
• Partner with IT/Data teams to expand and maintain data connectivity across NetSuite, Sigma, Odoo, and other operational systems; resolve data access and integration gaps.
• Serve as the single source of truth for commercial performance reporting to the executive team, regional leadership, and branch managers.
• Own pricing strategy, including floor/target rate structures and tiered approval workflows across deal types (standard, volume, rate-cut/low-margin, and emergency/911 pricing).
• Monitor pricing health (invoiced rate vs. floor and contract) by rep, branch, and region; identify and correct rate erosion.
• Develop and structure Inside Sales team and functionality
• Own annual rate strategy and target-setting (e.g., company-wide average rate increase goals) in partnership with Finance.
• Design, administer, and clearly communicate sales commission plans, including special provisions such as paid-when-paid terms, profit-based commissions on large/mega-projects, and multi-rep credit-splitting rules.
• Partner with Finance and HR to ensure commission plans are compliant, competitive, and aligned to strategic priorities; manage the plan change process end-to-end.
• Build and maintain a tiered KPI coaching framework — weekly leading-indicator KPIs (e.g., new accounts, quotes, reservations, contract starts, pricing) and monthly outcome KPIs (e.g., active accounts, fleet on rent, budget attainment) — for use by regional and branch sales leaders.
• Design coaching cadences, training curricula, and sales playbooks that improve rep productivity and pipeline discipline.
• Own the forecast-to-budget process and monthly/quarterly business reviews.
• Support account segmentation and customer health monitoring to drive retention, win-back, and growth strategies.
• Lead cross-functional projects related to systems integration, process standardization, and commercial data governance as the organization continues post-merger integration.

Qualifications

• Bachelor's degree in business, Finance, Analytics, or a related field; MBA preferred.
• 10+ years of progressive experience in sales operations, commercial strategy, pricing, or revenue operations, ideally within industrial services, equipment rental, energy services, or related B2B sectors.
• Demonstrated experience building or leading KPI reporting systems, pricing governance programs, and sales compensation plans.
• Strong proficiency with BI/analytics tools (e.g., Sigma, Power BI) and ERP/CRM systems (e.g., NetSuite, Odoo).
• Advanced Excel skills; SQL proficiency is a strong plus.
• Experience operating within a multi-branch, multi-region field sales organization.
• Prior experience supporting commercial integration through a merger or acquisition is a plus.
• Excellent communication skills, with the ability to translate complex data into clear executive narratives.