Sr Director, Commercial & Sales Excellence

Albemarle•Charlotte, NC

21h•Hybrid

About The Position

Albemarle is hiring for a Commercial & Sales Excellence (CE) Leader. This position is hybrid and located in Charlotte, NC. The Commercial & Sales Excellence (CE) Leader is a catalyst for transforming how Albemarle wins in the market. This role drives the consistent, efficient execution of our end‑to‑end commercial processes while energizing the connection between the business and our global sales teams. By designing and executing world‑class sales enablement strategies, the CE Leader equips sellers with the tools, standards, and insights they need to accelerate revenue growth and deliver exceptional customer impact. As the enterprise owner of core commercial standards, workflows, and the revenue technology ecosystem, this leader brings clarity, discipline, and data‑driven rigor to every part of the commercial engine. The CE Leader champions smarter, more intuitive processes, elevates customer engagement, and unlocks new levels of productivity through innovative, insight‑driven enablement programs. Working cross‑functionally, the CE Leader leads end‑to‑end programs that enhance the seller experience and raise the bar on performance. Success isn’t theoretical—it shows up in measurable gains across sales productivity, seller engagement, and lead‑to‑revenue outcomes. Anchored in CE’s three pillars—Standardization, Systems, and AI‑Driven Transformation—the CE Leader partners closely with Sales, Product Management, Strategic Marketing, Supply Chain, Legal, Finance, and IT to strengthen decision quality, eliminate friction, and accelerate revenue outcomes. This leader also works with executive stakeholders to shape Albemarle’s commercial technology strategy, assess emerging tools, and maintain an integrated, future‑ready system architecture. This position requires 3 days in the Charlotte office per week.

Requirements

Bachelor’s degree in Business, Engineering, Marketing, Finance, or related field or equivalent experience including proven analytical skills.
10+ years of experience in commercial excellence, sales operations, or commercial leadership within a global B2B/industrial environment.
Advanced proficiency in Salesforce, CRM strategy, and data‑driven sales processes.
Strong analytical and data‑management skills with the ability to translate complex data into actionable insights.
Demonstrated experience leading cross‑functional initiatives and managing complex commercial transformation projects.

Nice To Haves

MBA or advanced degree.
Expertise deploying AI/Agentforce, automation tools, and predictive analytics to enhance commercial performance.
Experience leading global teams across regions, cultures, and time zones.
Background in developing and scaling dashboards (Power BI) and reporting automation.
Strong change‑leadership capabilities with a proactive, innovative mindset.

Responsibilities

Process Standardization & Governance Own and govern Albemarle’s end‑to‑end commercial processes, including lead management, account planning, opportunity management, proposal development, contracting, and forecasting.
Maintain global commercial standards and policies (Opportunity Management, Customer Meeting Standard, Key Account Program, Sales Methodology, Lead Management, Product Strategy Standard).
Define adoption targets, measure adherence, and lead global training to ensure process consistency across all regions.
Be accountable for driving the initiatives that improve seller performance and productivity measurably and sustainably; develop programs and metrics that increase the adoption of the right sales behaviors and outcomes around account and call planning, pipeline forecasting, win rate, deal velocity, customer retention and forecast accuracy.
Systems, Tools & Revenue Tech Stack Serve as enterprise owner of the revenue technology stack, including Salesforce, DocuSign/CLM, commercial workflows, commercial data models, user roles, and governance.
Recommend new tools, automation capabilities, and system efficiencies that enhance seller productivity, forecast accuracy, and customer engagement.
Partner with the leadership team to align commercial systems strategy, ensure scalability, and maintain integration with enterprise architecture.
Oversee system enhancements, change requests, release management, and platform reliability in partnership with IT.
Digital Enablement, Data & Reporting Own commercial dashboards, analytics infrastructure, performance reporting, and standardized KPI frameworks.
Lead automation of forecasting, pipeline quality detection, commercial insights, and reporting through AI and workflow automation.
Ensure data integrity, governance, and completeness to support accurate analytics and decision‑making.
Commercial Transformation & AI Lead the CE AI program, developing and scaling agents that support data retrieval, pipeline insights, customer intelligence, and automation of manual tasks.
Identify opportunities to apply AI in proposal creation, deal preparation, customer meeting planning, and internal knowledge retrieval.
Drive a 10x productivity vision by simplifying workflows and reducing administrative burden across global sales teams.
Cross‑Functional Commercial Integration Ensure seamless integration across Sales, Product Management, Strategic Marketing, Supply Chain, IT, Legal, and Finance.
Align lead‑to‑deal processes with downstream forecasting, S&OP, pricing controls, and contract lifecycle management.
Resolve breakdowns in commercial workflows and close cross‑functional gaps (opportunity to forecast, contract approvals, pricing governance).
Change Leadership, Training & Adoption Lead global change management for new standards, system deployments, process updates, and AI tools.
Deliver scalable global training programs that strengthen sales enablement, system proficiency, and process adherence.
Partner with regional sales leadership to embed CE practices into MOS and operating rhythms.
Be the collection point for areas of improvement. Gather input from the sales team, prioritize and communicate to global sales operations and enablement for improvement and attention.
Key Programs & Enterprise Initiatives Lead major transformation initiatives including: Pipeline Connect (Salesforce + sales process modernization) CLM and contract lifecycle transformation Pricing controls and DOA alignment AI agent development and deployment Commercial policy and standard rollouts Key Account Program enablement and maturity roadmap