Commercial Excellence Director
Career GuideKey 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
1
Audit the current sales process and identify the top three breakdown points2
Create a single page set of commercial metrics with clear definitions3
Implement a monthly pipeline review with consistent stages and exit criteria4
Run a pricing and discount review to quantify margin leakage5
Assess sales tool usage and create an adoption plan with training and reinforcement6
Review incentive plans for alignment to profitable growth and simplicity7
Build a 90 day roadmap with quick wins and one major program launch8
Collect feedback from sales leaders and top sellers to refine playbooks