Job Description
About this role
Position: Director - Commercial Excellence
Location: Remote, United States
Job Overview:
The Commercial Excellence Director will partner with business unit and functional leaders to drive initiatives that strengthen OTC's commercial performance and customer experience. While providing support on key cross- functional initiatives such as sales discipline, pricing optimization, and process improvements, this role will directly own four critical areas: OTC's e-commerce platform, the design and delivery of sales training programs, the launch and sustainment of the company's CRM, and deployment of the 80/20 framework. The successful candidate will act as a change enabler, ensuring alignment across leadership while building scalable capabilities that accelerate growth and make it easier for customers to do business with OTC.
Key Responsibilities:
CRM Launch & Sustainment
Lead the launch, adoption, and ongoing optimization of OTC's CRM system (Selltis) as a central tool for sales productivity and customer management.
Partner with IT, Sales, and Marketing to ensure the CRM is configured to meet business needs and integrated with existing
Develop governance, reporting standards, and user best practices to drive consistent data quality and system usage.
Provide ongoing training, support, and communications to ensure sustained adoption and continuous
Use CRM analytics to deliver insights on pipeline health, sales activity, and customer engagement, supporting better business 80/20 Deployment
Lead the deployment and sustainment of OTC's 80/20 methodology to focus resources on high-value customers, products, and
Partner with leadership teams to simplify complexity, optimize product/service offerings, and align resources with the most profitable
Provide tools, dashboards, and reporting to monitor progress and ensure adoption across business
Train and coach leaders and teams on 80/20 principles to embed the framework into daily decision-
Drive measurable outcomes in growth, profitability, and customer service through disciplined execution of 80/20.
Sales Training Ownership
Implement, and manage OTC's sales training curriculum to strengthen sales capabilities across the IAG
Develop onboarding programs, ongoing skill development, and advanced training tailored to different sales roles.
Partner with sales leadership to identify skill gaps, establish training priorities, and measure training effectiveness through performance outcomes.
Incorporate digital tools, role-based simulations, and continuous learning opportunities to drive adoption and impact.
Support E-Commerce Initiatives
Own the strategic direction, roadmap, and execution of IAG's e-commerce
Partner with IT, Marketing, and Operations to optimize digital channels, online product availability, pricing, and quoting tools.
Enhance the customer's digital buying journey by simplifying navigation, accelerating transactions, and enabling self-service
Monitor performance metrics, customer feedback, and industry benchmarks to continuously evolve IAG's digital presence.
Qualifications:
Bachelor's degree in business administration, marketing, or related field; advanced degree
Proven experience in sales or product leadership role; management experience leading teams across multiple geographies Your management history must include growing and evolving teams into top performers with an account-expansion mindset through talent assessment, talent acquisition, performance management and succession planning.
5+ years of experience in commercial excellence, sales operations, e-commerce, or sales enablement in an industrial distribution, manufacturing, or B2B
Ability to partner effectively across functions, influence without direct authority, and support senior leadership initiatives.
Analytical and data-driven, with proficiency in CRM systems, e-commerce tools, and learning
Strong business acumen with the ability to understand financial metrics and apply insights to strategic
Proficiency in Microsoft Office Suite or similar software
Powerful sense of urgency and accountability
Excellent customer relationship building
Exceptional verbal, written, and presentation
Possesses a strong business acumen to make sound decisions pertaining to the needs of the business including aspects of gross margin
Ability to work in environments that may include:
Moving mechanical parts
Fumes or airborne particles
Painting chemicals and solvents
Electrical equipment
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Requires ability to walk, climb, stand, carry materials, stoop, kneel, bend at
Maximum unassisted lift = 50 Average lift less than 50 lbs
Competencies
To perform the job successfully, an individual should demonstrate the following competencies:
Adaptability - Ability to be flexible and adjust to changes in your work You can respond quickly to changing ideas, responsibilities, expectations, trends, strategies and other processes. Being adaptable also means possessing soft skills like interpersonal, communication, creative thinking and problem-solving skills.
Accuracy - Ability to detect errors in normal course of work by standard check or routine Errors resulting from inaccuracy would create minor confusion, delay or expense to correct the situation.
Dependability - Follows instructions, responds to management direction; Keeps
Initiative - Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when
Customer Service - Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and
Problem Solving - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others'
Planning/organization - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Develops realistic action
Communication and Interpersonal Skills - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Demonstrates group presentation
Collaboration - Ability to work with others to achieve a common goal; Building and maintaining relationships through shared responsibility, respect, and
OTC is an equal employment opportunity employer. Qualified applicants are considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or other characteristics protected by law. OTC is a VEVRAA Federal Contractor—priority referral Protected Veterans requested.
