Manager, Commercial Support

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Kodiak understands that our most valuable resource is our employees, and in order to provide industry-leading service and runtime, you must attract and retain premier talent. To accomplish this, Kodiak focuses on providing internal professional development and training, as well as the best benefits package in the industry.

The Manager of Commercial Support is responsible for leading the commercial support team to drive increasing productivity and efficiency throughout the commercial organization. This role involves cross-functional collaboration, complex data analysis, development and deployment of processes, development of standardized reporting, management of commercial and customer KPI’s, team coaching and training to ensure adoption, and presenting to leadership.

• Lead team of commercial support analyst / sales specialist
• Ensure the alignment of commercial support with the various teams to maximize sales and overall productivity
• Own commercial processes and reporting throughout the sales lifecycle (opportunity capture, forecasting, contracting, performance, renewals, escalators, and releases)
• Provide coaching and recommendations to drive improvement and growth within the team
• Lead the standardization and centralization of strategic and tactical Commercial Activities
• Working with commercial leadership and SME’s across various lines of business, draft process maps and standard operating procedures to drive clarity and consistency of results
• Leverage technology and systems (IFS / Power BI) to automate processes and capture important data
• Develop and deploy new tools and processes that help sellers to be more efficient and increase bookings/revenue per seller across all lines of business.
• Develop and deploy processes for gathering and organizing commercial documentation
• Foster a data-driven mindset to engage the commercial team and drive decision making
• Provide meaningful analysis of pipeline, customer, and margin health to make recommendations to drive results
• Monitor, analyze, and evaluate the effectiveness of the sales organization and provide insights into seller productivity, opportunity pipeline and conversion rates, and customer / market penetration
• Develop scalable automated management level reports and dashboards to provide benchmarking and progress against key goals and enable decision-making
• Ensure quality of sales data by investigating conflicting sources of truth, conducting data audits/mapping, and assessing the value, breadth, and depth of new data sources
• Work closely with leadership to drive accountability across the organization and evaluate overall sales performance through the development and implementation of new, meaningful methods of data analysis
• Enable the commercial team through ongoing training, development, and reinforcement
• Own the sales process, continuously improving alignment to customer buying processes and driving adherence of sellers
• Lead projects and initiatives as required for broad execution across the commercial team and assume appropriate roles to ensure successful completion of the projects and initiatives
• Train users to drive adoption of processes, tools, and reporting

• Adoption and execution of commercial processes
• Adherence to effective and efficient commercial processes
• Adherence to top-down cadence of sales performance meetings, e.g., pipeline reviews, monthly business reviews / quarterly business reviews
• Utilization and accuracy of internal reporting tools
• Improved productivity and accountability throughout the commercial team
• Increase in sales time and reduced admin burdens
• Increase average productivity of a sales rep
• Accuracy and…