The Commercial Operations Manager will be responsible for overseeing daily commercial activities and process improvement initiatives to support revenue growth and operational efficiency by aligning day-to-day business processes, analyzing sales data, and optimizing commercial strategies using metrics and evolving pricing strategies as applicable. This role is also responsible for managing the Commercial team.
Essential Responsibilities and Oversight of:
Revenue Operations
- Implement, manage, and enhance sales management tools (HubSpot and more)
- Formalize, manage, and report sale metrics
- Formalize policies and procedures
- Analyzing KPIs to identify bottlenecks, improve conversion rates, and boost customer retention
- Manage sales metrics
- Track sales opportunity counts by formal (RFP) and Qualified informal opportunities
- Capture win/loss data
- Capture competitive information in each opportunity
- Drive revenue growth and accountability of core metrics
- Research, review and approve pricing structures
Industry Positioning
- Manage industry awareness expansion initiatives, including conference attendance and positioning
- Manage strategic growth initiatives
- Promote brand awareness
- Oversight of marketing initiatives
Internal and External Communications
- Liaison to bridge Sales activities with Marketing, Delivery/Care and Finance to ensure operational consistency
- Reporting and presenting sales plans and results to Finance, Executives, Board and other parties as necessary
- Serve as a credible senior leader on investor calls, telling a compelling story of MCG’s value, backed by defendable core metrics.
Management, Risk Mitigation and Oversight
- Financial oversight responsibility of budget and targets
- Ensure all commercial activities comply with legal standards, company policies, and, if applicable, licensing regulations
- People and Performance management of Commercial team
Qualifications:
- Proven track record of driving revenue growth and achieving sales targets.
- Excellent leadership, communication, and interpersonal skills.
- Ability to think strategically while executing tactically in a fast-paced environment.
- Strong analytical skills with the ability to translate data into actionable insights.
- Strategic thinking and planning
- Financial acumen and budgeting skills
- Strong understanding of digital marketing, demand generation, and marketing automation tools.
Preferred Skills:
- Deep knowledge of B2B enterprise SaaS sales cycles and customer lifecycle management
- Wholesale Energy Markets and Industry knowledge a plus
- High-level client-facing and internal communication skills
- Professional phone skills and superior email habits
- Superior meeting management and participation skills, to include clients and executives
- Strong personal organization and project management skills, proven ability to manage multiple projects at a time, while paying strict attention to detail.
- Demonstrable ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level
- Must be able to convey essential information clearly and concisely to clients, peers, and leadership, both in writing and verbally.
- Excellent listening, negotiation and presentation skills
- Must be willing to represent the company in public forums and present a professional image in conduct and personal presentation
- Solid working knowledge of all products in the Microsoft Office suite. Past experience with CRM software or other personal relationship management tools.
- Expertise in sales CRM (HubSpot, Salesforce, etc.) and marketing automation platforms.
Experience
7+ Years of Sales Management experience in a SaaS environment, Energy Industry experience preferred.
Supervisory Responsibilities:
This role will oversee and manage the Sales and Business Development groups.
Physical Demands:
The physical demands are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee is required to sit, stand, walk, communicate with other employees, and work with computers. Specific vision abilities required by this job include close vision and the ability to adjust and focus.
Work Environment:
This position will perform all work in a hybrid work environment. Travel is expected as required by the needs of the department.
Other Duties:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Pay Transparency:
Salary range is posted as On-Target Earnings (OTE), which includes base salary plus potential bonus, based on achieving 100% of performance metrics.
Base Salary is a fixed 70% of total On-Target Earnings, with the remaining 30% being variable, contingent on achievement of set company goals.
Bonus is not guaranteed and is variable based on individual performance results.
Pay Transparency Range:
$120,000—$200,000 USD
