Commercial Operations Manager
- Serve as the primary Salesforce SME for the North America Commercial organization.
- Own Salesforce master data and process governance (opportunity stages, forecasting categories, pipeline definitions, account hierarchy, segmentation, territory alignment).
- Maintain workflows, approvals, and reporting logic.
- Ensure Salesforce reflects current selling motions (AAM, AM, EAM, Strategic Accounts) and pricing structures.
- Partner with IT and vendors on enhancements and integrations.
- Drive CRM data quality, adoption standards, training, and user enablement.
- Maintain KPI dashboards (revenue vs. target, pipeline health, forecast accuracy, program performance).
- Support MBRs, QBRs, and executive reporting.
- Partner with Finance to reconcile Salesforce forecasts with Oracle actuals.
- Reduce spreadsheet dependency by systematizing reporting in Salesforce and Power BI.
- Manage price list updates in Salesforce and Oracle.
- Ensure timely, accurate pricing changes and communication to Sales and Customer Service.
- Maintain pricing documentation and audit trails.
- Support administration of commercial programs (VLS Equipment Programs, VIP/Strategic Programs).
- Manage program enrollments, calculations, and compliance.
- Maintain program visibility in Salesforce.
- Partner with Sales Leadership and Finance on program rules, data accuracy, and incentives.
- Coordinate commercial payment requisitions and program‑related payments.
- Ensure proper approvals, timely processing, and audit documentation.
- Serve as a clearinghouse for execution questions.
- Analyze territory performance, account‑level growth, and program ROI.
- Identify process gaps in forecasting, pipeline management, and program execution.
- Document and standardize commercial processes.
- Salesforce accuracy, usability, and adoption.
- Improved forecast accuracy and pipeline visibility.
- Timely pricing and program execution.
- Reduced friction between Sales, Finance, and Customer Service.
- Trusted, repeatable reporting for leadership and board visibility.
- 5+ years in Commercial Operations, Sales Operations, Business Analytics, or Revenue Systems.
- Hands‑on Salesforce administration experience (Sales Cloud).
- Strong analytical and problem‑solving skills.
- Experience supporting B2B sales teams.
- Advanced Excel proficiency.
- High attention to detail and operational discipline.
- Salesforce Administrator Certification.
- Power BI or similar analytics tools.
- Oracle or ERP integration experience.
- Experience in agriculture, CPG, or distribution‑based selling environments.
- Systems thinker with strong execution bias.
- Detail‑oriented, process‑driven, and dependable.
- Strong cross‑functional communicator.
- Comfortable operating in ambiguity and scaling environments.
- Trusted partner to Sales, Finance, and Operations.
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