Commercial Excellence Manager

Elevate sales performance and consistency across WillScot by designing training, coaching in the field, and operationalizing standardized commercial practices. This role builds capabilities, drives adoption of playbooks and tools, and improves pipeline, conversion, and expansion-creating a common, high performing sales motion across teams.

Key Responsibilities:

• Design and deliver sales training and coaching programs that improve selling effectiveness, account growth, and solution adoption across the organization.
• Embed standardized commercial operating rhythms, including forecasting, pipeline management, opportunity reviews, and managerled coaching.
• Coach in the flow of work by observing sales calls, meetings, and pipeline reviews and providing actionable feedback to managers and sellers.
• Develop and maintain sales playbooks and enablement assets (frameworks, scripts, templates, proposals, quickreference tools) that support consistent execution.
• Drive adoption of sales tools and systems (e.g., CRM, CPQ) to improve productivity, pipeline quality, and forecast accuracy.
• Audit account plans and opportunity strategies to identify expansion opportunities, solution positioning improvements, and deal optimization actions.
• Facilitate peer learning, workshops, and bestpractice sharing to reinforce consistent behaviors and accelerate capability development.
• Define competencies and certification standards and track progress against development, adoption, and performance metrics.
• Partner crossfunctionally with Sales Leadership, Product, Marketing, HR, and Finance to align enablement, process improvements, and growth priorities.

Core Deliverables (First 6-12 Months):

• A standardized commercial cadence for pipeline reviews, manager led coaching, and performance management deployed across regions.
• A complete enablement toolkit (playbooks, frameworks, scripts, proposals, quick reference assets) with defined certification paths.
• Peer learning programs and a best practice library with spotlighted wins and case studies.
• Adoption & outcomes dashboards that display certification status, tool usage, pipeline quality, and behavior change.

Success Metrics:

Revenue & Selling Outcomes

• Increase activated revenue, conversion rates, and pipeline quality.
• Expand account penetration (share of wallet and product breadth).
• Grow expansion opportunity creation & win rate; increase # and value of complex solutions won.
• Increase product penetration per account and entry into new solution categories.
• Reduce ramp time for new hires (time to first sale / time to quota).

Management & Process Outcomes

• Improve manager led coaching quality (scorecards and seller feedback).
• Increase consistency in forecasting, pipeline management, and performance management across regions.
• Raise tool adoption (CRM/CPQ behaviors tied to standards) and playbook usage.

Enablement & Capability Outcomes

• Achieve certification targets on core competencies; sustain recertification.
• Demonstrate measurable behavior change linked to training (e.g., better opportunity progression, higher quality activities).

• 7-10+ years in Sales, Sales Enablement, Commercial Excellence, or Sales Leadership within multi branch/territory and inside sales environments.
• Bachelors' degree in Business, Marketing or related field preferred.
• Experience in leasing business, logistics asset/facility management or other construction-related industry preferred.
• Preferred internal candidates will have demonstrated success in Sales & Account Management, Cross-Function Process & Project Management or other relevant roles in Sales or Operations.
• Proven success coaching managers and sellers, implementing operating rhythms, and improving pipeline and conversion.
• Expertise in solution selling, account growth, complex deal coaching, and commercialization of modular/specialty solutions.
• Strong data literacy: able to design scorecards, interpret pipeline/forecast metrics, and link behaviors to outcomes.
• Excellent facilitation, communication, and change leadership; influences without authority across functions.

Working Model:

• Hybrid field/on site coaching with scheduled observations (team meetings, reviews, ride alongs/call coaching).
• Quarterly cohorts and workshops; monthly enablement drops (assets, case studies, tool updates).
• Certification cycles with clear pass/maintain criteria and recertification windows.
• Travel 20-30% to priority regions/branches to ensure consistent rollout and reinforcement.