Global Head of Commercial Enablement

DuPont • Elsmere, DE

221d

About The Position

The Head of Commercial Enablement is responsible for strategically transforming and optimizing commercial processes to drive operational excellence and accountability across sales, marketing, and customer service. This pivotal role will establish a robust framework for enhancing sales excellence, optimizing offer management, enhancing competitive intelligence, strengthening channel management, and leading the sales academy. This position partners with business area leadership and cross-functional teams in marketing, sales, customer service, product, IT, and finance to optimize operations and align organizational priorities with strategic goals. This role will lead high-impact initiatives that standardize processes to ensure that commercial teams and channel partners operate efficiently, leverage data-driven insights, and continuously develop commercial capabilities to achieve sustainable revenue growth and profitability.

Requirements

• Bachelor's degree in business, Marketing, Engineering, or a related field; MBA preferred.
• 10+ years of experience in commercial excellence, sales operations, channel management, or strategic sales leadership roles.
• Strong expertise in sales processes, CRM systems (e.g., Salesforce, Microsoft Dynamics), and sales analytics.
• Proven track record in offer management, pricing strategies, and competitive intelligence.
• Experience in designing and implementing sales training and enablement programs.
• Deep understanding of channel management strategies, partner programs, and distribution models.
• Excellent analytical skills with the ability to translate data into actionable business insights.
• Demonstrated ability to lead large-scale change projects, focusing on process improvement, operational excellence, and effective risk management.
• Strong ability to build and sustain relationships with senior leaders and cross-functional teams, facilitating collaboration and strategic alignment within the organization.
• Strong leadership, communication, and stakeholder management skills.

Nice To Haves

• Prior Distribution and Key account sales experience
• MBA

Responsibilities

• Lead the standardization of commercial processes by developing and implementing best-in-class sales processes, methodologies, and tools to drive efficiency and effectiveness.
• Develop commercial technology roadmap aligned with customer and business needs to optimize CRM utilization, sales forecasting, pipeline management, and sales performance metrics.
• Identify and champion opportunities to leverage AI and automation technologies to streamline operations, reduce manual processes, and elevate overall productivity across commercial functions.
• Establish and monitor key performance indicators (KPIs) to track and enhance sales productivity.
• Drive cross-functional collaboration with marketing, product, and finance teams to align sales strategies with business objectives.
• Develop pricing governance to ensure effective pricing strategies and compliance with established frameworks to maximize revenue and profitability.
• Standardize value-based pricing models and discounting frameworks across the organization.
• Establish a structured approach to gathering and analyzing competitive intelligence, market trends, and customer insights.
• Develop benchmarking reports, competitive battle cards, and strategic recommendations for sales teams.
• Drive the adoption of analytics tools and AI-driven insights to enhance decision-making in sales and commercial operations.
• Provide strategic guidance on market entry, expansion opportunities, and pricing competitiveness.
• Develop and implement a structured framework and best practices to define a channel management strategy to maximize indirect sales performance.
• Define channel partner segmentation, performance metrics, and incentive structures to drive growth.
• Ensure channel partners receive the necessary training, tools, and insights to effectively sell and support the company's solutions.
• Align direct and indirect sales strategies to minimize channel conflict and optimize revenue growth.
• In collaboration with the Learning & Development team, design and oversee the Sales Academy to elevate the skills, knowledge, and capabilities of both direct and indirect sales teams.
• Implement structured training programs, including onboarding, product training, sales methodologies, negotiation techniques, and leadership development.
• Establish a coaching culture with structured mentorship programs and continuous learning initiatives.
• Measure and track the impact of training programs on sales performance and business outcomes.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Chemical Manufacturing
• Education Level: Bachelor's degree