Commercial Excellence and Enablement Manager

Air Products • Allentown, PA

1d • Hybrid

About The Position

The Commercial Excellence and Enablement Manager helps shape how the IG North America commercial organization grows, sells, and performs. The role works across the region to identify growth opportunities, strengthen sales effectiveness, simplify commercial execution, and build the capabilities, insights, processes, and tools that help teams succeed. In partnership with business and sales leaders, Central Commercial Enablement, and corporate functions, the manager translates growth priorities and commercial insights into practical field action and helps determine where to focus and what capabilities are needed.

The manager leads and develops a team of two specialists, setting priorities and deploying their capabilities against the organization’s highest-value needs. The role supports commercial transformation initiatives spanning digital platforms, analytics, commercial processes, incentive plan administration, and capability development. It makes sales and business execution more focused and scalable while business and sales leaders retain ownership of the business and customer relationships.

The position calls for broad business and commercial knowledge, strategic thinking, and strong execution. The manager challenges the status quo, presents recommendations to senior leaders, works alongside commercial teams to understand practical needs, and leads detailed cross-functional implementation in a complex matrix organization.

Requirements

• Bachelor’s degree.
• At least 7 years of progressive experience in sales, commercial operations, sales enablement, business management, strategy, product ownership, or another commercial-facing function.
• Demonstrated understanding of field sales execution, including prospecting, territory and account prioritization, opportunity management, pipeline development, coaching, and customer engagement.
• Strong business and analytical acumen, with the ability to turn information into insights and strategy into execution.
• Demonstrated organizational agility and ability to drive results through influence, establish accountability, and move cross-functional teams from alignment to action, including without direct reporting relationships.
• Experience leading complex, cross-functional initiatives in a matrix organization.
• Strong communication, collaboration, and influencing skills.

Nice To Haves

• Experience in technical or business-to-business manufacturing industries is preferred.

Responsibilities

• Partner with business and central commercial enablement leaders to identify and prioritize opportunities to accelerate growth, improve sales effectiveness, and simplify commercial execution.
• Recommend improvements to commercial processes, organizational practices, tools, capabilities, reporting, and ways of working.
• Translate commercial decisions into implementation plans and clear processes or operating practices, with defined ownership and mechanisms to sustain change.
• Measure the impact of commercial capability programs using indicators such as pipeline creation, prospecting activity, opportunity conversion, and adoption of targeted sales behaviors.
• Lead cross-functional commercial initiatives from strategy and definition through implementation, adoption, measurement, and continuous improvement.
• Lead commercial analysis and develop actionable insights to inform leadership decisions on commercial strategy, organizational structure, performance, and operating processes.
• Build and evolve commercial metrics and analytical frameworks that reveal performance trends, market opportunities, and areas requiring commercial engagement and action.
• Administer the Sales Incentive Plan with commercial leadership and HR, including plan processes, analytics, impact assessment, governance, and external benchmarking.
• Provide business ownership and governance for commercial tools and platforms, including customer relationship management and contract lifecycle management platforms, Qlik, SAP, other business forms and enterprise systems, and emerging AI and automation capabilities.
• Partner with Sales, Supply Chain Tools, Digital/IT, Legal, Business Management, Marketing, and other functions to set business priorities, define requirements, and implement solutions.
• Identify opportunities to use automation and AI to simplify work, improve the seller experience, and increase commercial effectiveness.
• Ensure commercial process and system changes are designed, implemented, communicated, adopted, and sustained effectively.
• Maintain a strong connection with field Sales teams to ensure processes and tools are practical, relevant, adopted, sustained, and support effective commercial execution.
• Own the Americas Salesforce business roadmap, priorities, and adoption, ensuring investments address commercial needs, improve the seller experience, and deliver measurable business value from design through testing and adoption.
• Work with subject matter experts, technical teams, commercial leaders, and power users to define requirements, prioritize improvements, drive implementation and adoption, and balance regional needs with global standards.
• Drive Americas Salesforce adoption, change management, and process discipline by establishing adoption goals, monitoring usage and feedback, and delivering training, communications, and ongoing support with commercial leaders, training resources, and power users.
• Provide strategic oversight of commercial learning and development programs, aligning training priorities with business strategy and commercial capability needs.
• Oversee development and delivery of commercial training, onboarding, and supporting resources, applying change management best practices.
• Integrate capability building with market growth opportunities, new application offerings, and commercial process and technology changes.
• Design and facilitate hands-on experiential learning based on real customers, territories, and business challenges, including workshops, exercises, role plays, and coaching.
• Support organizational initiatives affecting the commercial user experience by influencing stakeholders without direct authority and building alignment among groups with differing objectives and priorities.
• Lead and develop a team of two specialists.

Benefits

• Affordable medical, dental, and vision insurance available on day one of employment.
• 401(k) retirement savings plan with immediate vesting of company match and core contributions.
• Paid vacation, holidays, and sick time.
• Paid parental leave.
• Adoption assistance.
• Flexible spending accounts for medical and dependent daycare expenses.
• Health Savings Account.
• Life insurance (AD&D) and supplemental AD&D.
• Employee Assistance Program (EAP).

What This Job Offers

• Job Type: Full-time
• Career Level: Manager