Sr Commercial Operations Analyst

Lubrizol Corporation•Wickliffe, OH

5d•Hybrid

About The Position

This role is responsible for coordinating the Sales Incentive Planning (SIP) cycle, managing the global calendar, and ensuring alignment across various departments including Commercial Excellence, HR, Finance, and regional sales leadership. The position involves partnering with HR and Finance on SIP design, managing exception processes, and driving improvements and automation for SIP-related processes. Additionally, the role will maintain SIP dashboards, own the Customer Relationship Management (CRM) enhancement backlog, and act as a liaison between business stakeholders, CRM standards, and IT/digital teams. The analyst will also maintain commercial policy documentation, manage policy exceptions, support governance processes, and own the Commercial Excellence communication infrastructure.

Requirements

Proven experience (min. 5y) in commercial operations, account management, sales operations, or business operations within a complex multinational environment
Strong stakeholder management skills with the ability to influence across functions (HR, Finance, Legal, IT, Commercial)
Experience handling confidential and sensitive processes such as Sales Incentive Planning
Strong organizational skills with the ability to manage multiple workstreams with high attention to detail
Experience with process automation tools (e.g., Power Automate) and data-driven workflows
Ability to define business requirements and collaborate effectively with IT and digital teams
Excellent written and verbal communication skills

Nice To Haves

Experience with CRM platforms (e.g., Salesforce)
Familiarity with Sales Incentive Planning processes
Experience with Power BI or similar tools
Background in specialty chemicals or B2B environments
Prior commercial or sales experience

Responsibilities

Own and coordinate the Sales Incentive Planning (SIP) cycle, managing the global calendar and ensuring alignment across Commercial Excellence, HR, Finance, and regional sales leadership.
Partner with HR and Finance during SIP design to ensure commercial objectives, territory structures, and account ownership are accurately reflected in incentive plans.
Manage SIP exception processes, ensuring proper documentation, approvals, and resolution tracking across the organization.
Drive improvements and automation of SIP-related processes, increasing efficiency, reducing manual work, and strengthening data integrity.
Maintain SIP dashboards in collaboration with digital teams, ensuring accurate, timely, and accessible performance data.
Own the Customer Relationship Management (CRM) enhancement backlog, capturing business needs, defining requirements, and prioritizing initiatives with stakeholders and process leads.
Act as the coordination layer between business stakeholders, CRM standards, and IT/digital teams to ensure effective delivery of enhancements.
Monitor and communicate progress against CRM roadmaps while managing stakeholder expectations.
Maintain and update commercial policy documentation, ensuring accessibility, version control, and alignment with governance frameworks.
Manage policy exceptions (MOQs, supply terms, account ownership), ensuring appropriate approvals and periodic review.
Support governance processes such as product obsolescence and act as commercial focal point for Contract Lifecycle Management (CLM).
Own the Commercial Excellence communication infrastructure, ensuring consistent messaging and maintaining centralized training and documentation repositories.