Commercial Excellence Director

Career Guide

A Commercial Excellence Director improves how a company sells and grows revenue by setting clear sales processes, improving pricing and promotions, raising sales team effectiveness, and using data to guide decisions. The role partners closely with sales, marketing, finance, and operations to make commercial activities more consistent, measurable, and scalable.

Key Responsibilities

Define the commercial excellence strategy and yearly priorities
Standardize sales processes and sales playbooks
Set sales performance metrics and reporting cadence
Lead sales forecasting improvements and pipeline governance
Improve pricing strategy and discount governance
Design and oversee promotion effectiveness reviews
Build and run sales incentive and commission principles
Identify revenue growth opportunities using customer and market insights
Improve customer segmentation and account planning practices
Drive adoption of sales tools and customer relationship management systems
Lead cross functional programs to improve win rates and deal quality
Coach commercial leaders on performance management and continuous improvement

Top Skills for Success

Commercial Strategy

Sales Process Design

Pricing Strategy

Revenue Forecasting

Performance Management

Sales Enablement

Incentive Design

Customer Segmentation

Data Analysis

Dashboarding

Customer Relationship Management Systems

Cross Functional Leadership

Stakeholder Management

Change Management

Executive Communication

Career Progression

Can Lead To

Commercial Excellence Director

Sales Operations Director

Revenue Operations Director

Pricing Director

Sales Enablement Director

Go To Market Director

Transition Opportunities

Vice President of Sales

Vice President of Commercial Strategy

Vice President of Revenue Operations

Chief Revenue Officer

General Manager

Common Skill Gaps

Often Missing Skills

Pricing GovernanceDiscount ManagementSales Incentive GovernanceForecast Accuracy ImprovementExperiment DesignTool Adoption LeadershipData Quality ManagementCustomer Lifecycle Management

Development SuggestionsBuild a pricing and discount governance playbook, lead one forecasting improvement cycle end to end, and run a measurable pilot that improves win rate or deal margin. Strengthen tool leadership by owning one customer relationship management rollout enhancement and tracking adoption weekly. Partner with finance to tighten definitions for key metrics and improve data quality at the source.

Salary & Demand

Median Salary Range

Entry LevelUSD 140,000 to 190,000

Mid LevelUSD 190,000 to 260,000

Senior LevelUSD 260,000 to 360,000

Growth Trend

Demand is steady to growing, driven by pressure to improve revenue efficiency, pricing discipline, and predictable forecasting. Hiring is strongest in organizations scaling sales teams, entering new markets, or tightening margins.

Companies Hiring

Major Employers

Procter and GambleUnileverPepsiCoCoca ColaJohnson and JohnsonPfizerMedtronicSiemensHoneywellSalesforceMicrosoftAmazonServiceNowUber for BusinessSchneider Electric

Industry Sectors

Consumer Packaged GoodsPharmaceuticalsMedical DevicesManufacturingIndustrial TechnologyBusiness to Business SoftwareTelecommunicationsRetailEnergy

Recommended Next Steps

Audit the current sales process and identify the top three breakdown points

Create a single page set of commercial metrics with clear definitions

Implement a monthly pipeline review with consistent stages and exit criteria

Run a pricing and discount review to quantify margin leakage

Assess sales tool usage and create an adoption plan with training and reinforcement

Review incentive plans for alignment to profitable growth and simplicity

Build a 90 day roadmap with quick wins and one major program launch

Collect feedback from sales leaders and top sellers to refine playbooks