Sales Excellence Leader

Ralliant•Town of Glen, NY

About The Position

The Sales Excellence Leader will help build and continuously improve the commercial operating system for the Head of Sales, enabling the sales organization to create stronger funnel, win more effectively, maximize installed-base/MRO value and execute with greater discipline. This is a sales effectiveness and transformation role, not a transactional Sales Operations role.

Requirements

7+ years in Sales Excellence, Commercial Excellence, sales effectiveness, strategy/operations or comparable commercial transformation roles
Experience in B2B industrial, technical or complex solution selling preferred
Demonstrated ability to design and embed sales methodology, funnel governance and performance systems
Strong commercial analytics and CRM/Salesforce fluency with the ability to convert insight into action
Credibility to influence and challenge sales leaders constructively across functions
Builder mindset: comfortable creating new capability rather than administering an established function

Responsibilities

Design and embed a common sales methodology from project identification through win and expansion
Define qualification standards, opportunity stages, exit criteria and required seller actions
Improve funnel quality, conversion and early identification of new projects and sockets
Lead win/loss and funnel diagnostics with Sales leadership and translate findings into corrective action
Design the commercial process to track installed projects, lifecycle events and expected MRO timing
Create visibility to replacement, retrofit, expansion and share-of-wallet opportunities
Establish clear processes that convert installed-base and customer signals into actionable sales opportunities
Measure MRO capture and identify revenue leakage or missed share-of-wallet
Define a focused KPI and scorecard framework aligned to sales strategy
Design the sales operating cadence, including funnel, account, channel and quarterly business reviews
Turn data into decisions, actions, owners and follow-through rather than reporting activity
Establish performance diagnostics around win rate, sales cycle, account penetration and seller productivity
Define channel scorecards covering revenue commitments, demand creation, project visibility and partner productivity
Support structured partner reviews and identify performance gaps and corrective actions
Partner with Channel Management to improve segmentation, coverage and return on channel investment
Identify and eliminate process friction that reduces customer-facing selling time
Develop sales playbooks, tools and best practices that improve effectiveness
Leverage AI and automation to improve productivity and commercial insight
Lead cross-functional improvement initiatives affecting sales effectiveness