Director, Commercial Performance & Analytics

CoolSys • UNAVAILABLE, UNAVAILABLE

6d • Remote

About The Position

CoolSys solves the most complex challenges in refrigeration, air conditioning, heating, engineering, and energy management. With over 3,700 associates nationwide, we deliver tailored solutions to help businesses cut costs, improve equipment performance, and reduce emissions. Our services include HVAC and refrigeration equipment sourcing, installation, repair, maintenance, monitoring, and optimization. We also offer engineering design, energy resilience and consumption optimization, asset recycling, and seamless multi-site rollouts across states. CoolSys serves over 45,000 customer locations in industries like retail, food service, commercial, data centers, industrial, and pharmaceuticals. No wonder Newsweek named CoolSys one of America’s Greatest Workplaces!
We understand that hiring great people is the foundation of everything we do.

JOB SUMMARY
The Director, Commercial Performance & Analytics is responsible for building the analytics, performance management, quota, coverage, and incentive frameworks that improve sales productivity and profitable growth across CoolSys. This role connects seller activity, customer opportunity, incentive structures, and financial performance to help leadership understand where growth is coming from, where performance is constrained, and where resources should be deployed.
The Director will lead commercial performance analytics, sales coverage and territory analytics, quota methodology, sales incentive modeling and administration, seller productivity and capacity analysis, customer growth analytics, and executive reporting. Working closely with Commercial Leadership, Finance, HR, Sales Leadership, and Business Unit leaders, this role will ensure that performance measures and incentive programs are aligned with the company's revenue, margin, customer growth, and strategic objectives.
The successful candidate will combine strong analytical capabilities, commercial and financial acumen, and leadership skills to translate complex data into actionable insights that improve seller performance, customer growth, resource allocation, and business results.

Requirements

• Bachelor's degree in Business, Finance, Economics, Mathematics, Statistics, Data Analytics, or a related field.
• 10+ years of experience in Sales Operations, Sales Analytics, Revenue Operations, Commercial Operations, Business Analytics, or related disciplines.
• 5+ years of leadership experience.
• Demonstrated expertise in sales performance analytics, quota setting, territory and coverage design, seller productivity and capacity modeling, incentive compensation, commission calculation, and customer analytics.
• Experience modeling the financial and behavioral impact of sales incentive programs and translating analyses into executive recommendations.
• Experience supporting complex, multi-region or decentralized sales organizations.
• Advanced proficiency with Power BI, Excel, and SQL.
• Strong financial modeling, statistical analysis, forecasting, and scenario-planning capabilities.
• Ability to synthesize large and complex data sets into clear, decision-ready executive insights.

Nice To Haves

• HVAC, refrigeration, manufacturing, industrial services, distribution, or related industry experience preferred.
• Experience with sales compensation and incentive management platforms preferred.

Responsibilities

• Develop an enterprise commercial performance framework that provides consistent visibility into results across sellers, teams, business units, markets, and customer segments.
• Analyze revenue, margin, bookings, pipeline, win rates, forecast accuracy, quota attainment, territory performance, customer growth, and other key commercial performance measures by seller, team, and business unit.
• Establish seller productivity benchmarks by role, tenure, market, business unit, customer segment, and sales motion.
• Develop seller capacity and workload models to support headcount planning, territory design, productivity improvement, and commercial investment decisions.
• Analyze performance and attainment distributions to identify top-performer characteristics, underperformance patterns, capacity constraints, quota calibration issues, and opportunities to improve sales effectiveness.
• Perform root-cause analysis to identify performance gaps and translate findings into clear recommendations for Sales and Commercial Leadership.
• Develop executive dashboards and scorecards that connect seller activity, pipeline, customer opportunity, revenue, margin, incentive attainment, and productivity.
• Develop and optimize sales coverage models across field sales, key account, business development, and other commercial roles.
• Evaluate account segmentation strategies to ensure effective allocation of sales resources.
• Lead annual and ongoing territory planning processes and balance territories using geography, customer concentration, revenue potential, market opportunity, workload, and seller capacity.
• Identify territory gaps, overlaps, and whitespace opportunities and recommend changes to account ownership, role specialization, and coverage design.
• Establish metrics to monitor territory effectiveness, coverage efficiency, and resource deployment.
• Own the annual quota planning and deployment process and develop data-driven quota methodologies aligned with corporate growth objectives.
• Create top-down and bottom-up quota models using historical performance, market potential, account opportunity, seller capacity, and business-unit growth expectations.
• Partner with Sales Leadership and Finance to establish achievable and motivating sales targets and monitor quota attainment patterns over time.
• Support the design, modeling, governance, and ongoing optimization of sales incentive plans across CoolSys.
• Model the financial impact of proposed incentive-plan changes, including expected payout expense, attainment distribution, revenue impact, margin impact, and behavioral implications.
• Conduct scenario modeling to assess alternative incentive structures, thresholds, accelerators, measures, and crediting approaches.
• Evaluate whether incentive structures are driving the intended seller behaviors and business outcomes and recommend plan enhancements as needed.
• Partner with Finance, HR, Payroll, and Sales Leadership on incentive governance, financial controls, plan documentation, approval processes, and policy compliance.
• Own commission calculation governance and validation, including calculation methodologies, crediting rules, audits, exceptions, dispute resolution, and monthly/quarterly/annual incentive payouts.
• Develop executive reporting on incentive expense, attainment, payout distributions, performance outcomes, and plan effectiveness.
• Develop customer segmentation models based on revenue, profitability, growth potential, service portfolio, and engagement patterns.
• Measure new-logo acquisition separately from growth within existing accounts to provide visibility into the sources and quality of growth.
• Develop cross-sell, customer penetration, and share-of-wallet analytics to identify expansion opportunities within existing accounts.
• Analyze customer purchasing behavior, service-line penetration, profitability, retention, and growth trends.
• Support strategic account planning through customer insights, whitespace analysis, and opportunity identification.
• Identify risks related to customer attrition, declining performance, and concentration.
• Support annual operating plans and long-range commercial strategies through advanced analytics, scenario modeling, and capacity planning.
• Develop market opportunity analyses, growth forecasts, and forward-looking performance views to support investment and resource-allocation decisions.
• Provide senior leadership with regular analysis of commercial performance, including revenue, margin, bookings, pipeline, productivity, attainment, customer growth, and incentive effectiveness.
• Translate commercial data into clear insights regarding where CoolSys is winning, where performance is lagging, and where additional investment or intervention may be required.
• Partner with Finance to reconcile operational sales measures with financial performance and ensure leadership reporting reflects a consistent view of the business.
• Establish common definitions, standards, and governance for sales, customer, incentive, and performance reporting across the organization.
• Ensure accuracy, consistency, and integrity of analytical outputs and executive dashboards.
• Partner with IT and Business Intelligence teams to improve data accessibility, reporting capabilities, and automation.
• Maintain key commercial performance metrics and reporting definitions across business units.
• Establish analytical best practices, tools, and methodologies across the function.
• Mentor analysts and support career development initiatives.
• Foster a culture of accountability, continuous improvement, and data-driven decision making.
• Serve as a trusted advisor to Commercial, Sales, Finance, HR, and Business Unit leadership.

Benefits

• Medical, Dental, Vision and Prescription coverage.
• Paid vacation, holidays, and floating holiday.
• 401(K) with Company match.
• Company sponsored life insurance, as well as optional AD&D, short and long-term disability.
• Tuition reimbursement.
• Employee discounts on vehicles, hotels, theme parks, select cell phone bills and so much more.
• Pet Insurance.
• Legal Plan, and ID Theft Protection.

What This Job Offers

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