Director of Commercial Excellence - Atlanta, GA

Atlanta, GA, United States

Job ID: 489797

Exempt

Oldcastle Infrastructure, a CRH company, is the leading provider of utility infrastructure solutions for the water, energy, and communications markets throughout North America. We're more than just a manufacturer of precast concrete, polymer concrete, or plastic products. We're a trusted and strategic partner to engineers, contractors, distributors, specifiers, and more. With our network of more than 80 manufacturing facilities and more than 4,000 employees, we're leading the industry with innovation and a safety-first mindset.

Oldcastle Infrastructure - Built For Life from Oldcastle Infrastructure on Vimeo.

The Director of Commercial Excellence is focused on improving efficiency and delivering enhanced customer experience excellence across all sales and customer service touchpoints within the Infrastructure Products Group (IPG). This leader will drive best practice adoption and systematic process improvements to deliver a more consistent, scalable, efficient, and enhanced overall customer experience. The director will lead a team that develops, implements, and sustains commercial best practices. This leader is a business partner and change agent to drive IPG toward a customer-focused and market-based culture. This position is responsible for working collaboratively with regional presidents, general managers, sales managers, and commercial roles to improve sales management and sales force effectiveness through the implementation of commercial best practices, assessments, and coaching while overseeing the training of users on the utilization of all commercial tools. The director reports to the Vice President of Business Performance and represents IPG at the CRH level through thought leadership and commercial acumen.

Key Responsibilities (Essential Duties and Functions)

Drive Salesforce.com (SFDC) utilization and maturity including usage of dashboards, pipeline dynamics, analysis of leading/lagging KPIs and generating actionable management insight, increased pipeline coverage and win rate

Develop and deploy Sales Incentive Planning (SIP) annually across BU's and stakeholder groups, adopting best practices and reducing complexity, while supporting a growth-oriented mindset. Creating a strong linkage between strategy, goals, and measures together with clear accountabilities and rewards

Help develop and evolve our Service Platform to guide sales deployment and seller productivity across business units, market segments, and geographic boundaries

Develop and partner with outside providers to develop sales and sales manager training, sales playbooks, and associated tool sets.

Lead by influence across multidisciplinary teams and enable success by removing obstacles and developing strategic relationships throughout the business

Advance the ability to deliver solutions for our customers through consultative selling and leveraging the broader capabilities of CRH

Experience/Knowledge Requirements

7+ years of work experience with responsibility for managing a sales force preferably in the building materials field

Experience in delivering sales training

10+ years of related business experience within a process-driven global organization

5+ years demonstrated leadership and success leading or overseeing either a global Commercial Excellence or sales and business operations function with deep experience in CRM platforms, ideally Salesforce

Previous experience leading transformational change projects; managing through ambiguity and uncertainty

Experience with Six Sigma or similar process methodology and disciplines with a track record of having owned and implemented continuous improvement processes, working closely with IT and external providers

Metrics and data-driven approach with the ability to translate analytic data into actionable insights

Referenceable experience leading cross-functional, global teams to exceed goals

Experience influencing executive leadership with the ability to effectively communicate complicated concepts and recommended courses of action to engage diverse audiences

Education/Skillset/Certification Requirements

Bachelor's Degree in Business, Marketing, or a related field with 2+ years of project management experience and/or 5+ years project engineering experience

What CRH Offers You

Highly competitive base pay

Comprehensive medical, dental and disability benefits programs

Group retirement savings program

Health and wellness programs

A diverse and inclusive culture that values opportunity for growth, development, and internal promotion

About CRH

CRH has a long and proud heritage. We are a collection of hundreds of family businesses, regional companies and large enterprises that together form the CRH family. CRH operates in a decentralized, diversified structure that allows you to work in a small company environment while having the career opportunities of large international organization.

If you're up for a rewarding challenge, we invite you to take the first step and apply today! Once you click apply now, you will be brought to our official employment application. Please complete your online profile and it will be sent to the hiring manager. Our system allows you to view and track your status 24 hours a day. Thank you for your interest!

Oldcastle Infrastructure, a CRH Company, is an Affirmative Action and Equal Opportunity Employer.

EOE/Vet/DisabilityIf you want to know more, please click on this link.

Date: Apr 8, 2024

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