at WESCO in Glenview, Illinois, United States
Job Description
As the Vice President of Commercial Excellence, you will be responsible for leading the conception, strategic planning, development and implementation of enterprise level programs that improve the capability and productivity of Wesco’s global sales organizations. You will ensure that Wesco’s sales teams, as well as the groups that support them, are equipped with the resources, technology, and skills to effectively engage with customers and drive profitable growth. You will collaborate closely with Sales, Sales Operations, Marketing, L&D, IT and GPO teams to ensure alignment on scalable tools, processes and approaches that increase sales productivity and efficiency.
Responsibilities:
+ Develops and implements sales and commercial excellence vision, strategy and plans that align with the organization’s overall business goals and that maximize profitable growth across all GTM teams.
+ Partners with functional and GTM teams to select, prioritize, integrate and deploy front-office technologies (core platforms like CRM and underlying technologies like Gen AI, ML and gamification).
+ Leads the integration, enhancement and management of the CRM platform and other applications that connect into Wesco’s Unified Sales Desk, including direct management of teams responsible for sales processes, platform utilization, digital product ownership and USD coaching.
+ Creates, deploys and optimizes enterprise wide sales processes, methods and tools that span from lead generation to post-sale follow-up and that can be tailored to Wesco’s diverse operating models.
+ Works with GTM teams to define and implement sales productivity KPIs and metrics and to enable effective measuring of sales productivity against goals.
+ Develops and nurtures cross-functional relationships across GTM teams to build advocacy, lead change, and position the commercial excellence organization as a primary resource for continuously improving sales performance.
+ Serves as a member of the Results Management Office (RMO), providing guidance and ensuring aligned approaches across Wesco’s DDP deployment initiatives.
+ Develops team resourcing plans, including organizational design, recruitment, development, and engagement across multiple teams, equipping them for success and helping them to effectively navigate a large global organization.
Qualifications:
+ Bachelors Degree – Journalism, Marketing, Business, Communications, or Public Relations required; Master’s degree preferred.
+ 15+ years in B2B sales or commercial leadership, preferably in a related industry.
+ 10 years building, developing, managing and inspiring diverse global teams to meet or exceed objectives.
+ 5 to 10 years designing, developing and implementing companywide sales and revenue enablement programs aimed at enhancing the capabilities of sellers and other revenue roles.
+ 5 years direct experience deploying or utilizing enterprise CRM platforms.
+ Deep understanding of B2B sales cycles and functions and direct experience in B2B sales.
+ Strong communication skills, including the ability to listen keenly to validate existing hypotheses and uncover new insights, deliver clear and compelling written and verbal communication.
+ Ability to effectively and efficiently collaborate matrixed teams that cross businesses, functions and regions.
+ Effective time manager, with the ability to prioritize and manage multiple projects, while ensuring that commitments are kept, deadlines are met, and resources are efficiently allocated.
+ Strong change leadership skills, with the ability to effectively persuade and influence others, including sales leaders and cross-functional teams, to support enablement initiatives and to build enthusiasm and consensus.
+ Ability to lead a team effectively and provide direction to other members of the team with a strong track record of leadership, coaching and mentoring abilities.
+ Ability to lead the integration of a robust front office technology stack that enables the GTM teams to increase productivity and revenue growth.
+ Ability to identify impact measures that can be incorporated into KPIs and develop methodologies to track them.
+ Strong critical thinking and decision making skills.
+ Knowledge or direct experience with relevant sales enablement technologies including, but not limited to, CRM, LMS, content management applications, cloud computing, AI and ML automation tools, product demo tools, outreach and communication tools.
+ Acumen to develop and deliver business cases for technology purchases and related investments.
+ Ability to travel up to 25%.
Wesco International, Inc., including its subsidiaries and affiliates (“Wesco”) provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. US applicants only, we are an Equal Opportunity and Affirmative Action Employer.
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