Commercial Operations Lead

The Commercial Operations Lead is accountable for sales effectiveness across the commercial organization through disciplined execution, analytics, and business intelligence. The role is responsible for executing the Sales Management Operating System (MOS) by running operating cadence, enabling performance reviews, and reinforcing execution standards established by Sales Operations leadership. In addition, the role owns opportunity and pipeline analytics and customer-level business intelligence for priority accounts, partnering with Sales Leadership to translate insights into clear narratives that support execution, customer engagement, and business reviews.

Reports to:

Commercial Operations Leader

POSITION LOCATION:

Tampa, FL (Hybrid, 4 days in office)

Sales Effectiveness and MOS Execution:

· Execute the Sales Management Operating System (MOS) by running the defined operating cadence, preparing standard review materials, and enabling fact-based performance discussions.

· Reinforce execution standards for opportunity management, including stage definitions, exit criteria, and required data elements that support sales execution.

· Partner with Sales Leadership to ensure operating reviews focus on execution quality, risks, and corrective actions.

· Identify patterns, gaps, and breakdowns in execution and elevate insights to Sales Operations Leadership.

Opportunity and Pipeline Analytics:

· Own opportunity level analytics and pipeline management, providing visibility into deal health, timing, risk, and coverage versus targets.

· Analyze pipeline dynamics including conversion, velocity, slippage, and concentration to identify execution strengths and breakdowns.

· Support pipeline and forecast reviews with clear insights that enable sales leaders to assess confidence and prioritize actions.

· Integrate opportunity level insights into enterprise planning conversations through close partnership with S&OP.

Business Intelligence and Key Customer Insights:

· Own and maintain comprehensive business intelligence profiles for the organization’s top 20 customers, integrating performance data, historical trends, customer initiatives, and strategic context.

· Synthesize customer specific insights by combining internal data with inputs from the sales team to develop a shared understanding of customer priorities and dynamics.

· Partnered with sales leadership and account teams to develop insight driven narratives and materials for key customer meetings and quarterly business reviews.

· Maintain a regular cadence for refreshing customer profiles and insights aligned to senior level customer engagements.

Sales Performance Analytics and BI Enablement:

· Develop and maintain standardized dashboards, scorecards, and reporting that provide a consistent, trusted view of sales performance.

· Translate complex data into actionable insights that support coaching, prioritization, and execution decisions.

· Partner with IT and BI teams to ensure reporting tools, data models, and access effectively support sales execution needs.

· Elevate the analytical ceiling of the Field Sales Team to better understand their markets & help drive growth in their key markets by developing reporting capabilities.

Planning and Commercial Enablement:

· Provide analytical inputs to support territory design, capacity planning, and annual operating plan development in partnership with sales leadership & finance.

· Support alignment of commercial priorities, resources, and initiatives through data-driven insights.

· Across functions and businesses to maximize business performance and develop capabilities with data for growth.

· Creates sustainable reporting packages that can be consumed by the field sales audience that will assist in analyzing purchase history, business services used, product inquiries, complaints; all to help understand customer behavior bringing to light opportunities to help build future strategy.

· Draws insights from internal and external reporting of our indirect & direct customers as it relates specifically to their purchase programs.

· Develops & analyzes reporting requests from Area Sales Managers, National Account Business…