Executive Reporting & Business Intelligence
- Develop executive dashboards providing visibility into revenue, pipeline, forecast, bookings, activity, and sales productivity.
- Deliver recurring business reviews and performance analyses for executive leadership.
- Own KPI governance and reporting standards across the commercial organization.
- Identify trends, risks, and opportunities and provide actionable recommendations.
Forecasting & Revenue Planning
- Lead monthly and quarterly forecasting processes.
- Improve forecast accuracy through process, reporting, and governance enhancements.
- Develop predictive models and analysis supporting growth planning.
- Partner with sales leadership to identify gaps and develop mitigation strategies.
Sales Compensation & Planning
- Administer commercial incentive compensation programs.
- Support annual quota-setting and territory planning processes.
- Manage quarterly commission calculations, reporting, and dispute resolution.
- Analyze plan effectiveness and recommend enhancements to drive desired behaviors.
CRM & Commercial Process Excellence
- Define and enforce opportunity management standards and pipeline governance.
- Partner with CRM administrators to improve reporting, automation, and data quality.
- Drive CRM adoption and process compliance across the sales organization.
- Identify and implement workflow improvements that increase commercial productivity.
Commercial Strategy & Optimization
- Conduct sales productivity, territory, account, and market analyses.
- Support acquisition integration activities related to sales territories, account ownership, compensation, and performance management.
- Lead initiatives focused on scaling the commercial infrastructure and improving operational effectiveness.
- Serve as a trusted advisor to commercial leadership.