Manager, Commercial Support

JOIN THE PEOPLE POWERING KODIAK

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.

Summary

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.

Essential Duties & Responsibilities

- 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

Key Performance Indicators for measuring success in this role

- 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 completeness of commercial documents and reporting

Education & Certifications

- Bachelor’s degree in Engineering, Business Administration, or Marketing.

Work Experience

- Proven ability to work effectively within complex decision-making and organizational structures

- Sales or sales management experience

- Demonstrated success being a system and process champion, ensuring adoption of the system and supporting analytics

- Experience with consultative, technical sales processes and long-cycle sales processes

- Experience with one or more leading CRMs

Skills & Abilities

- Strong negotiation and analytical skills.

- Excellent problem-solving and communication skills.

- Skilled in building presentations for senior executives

- Experience with Power BI

- Proficient with Microsoft Office Products (Excel, PowerPoint, Outlook, etc.)

Physical Demands

- Predominantly operates in an office environment. Some periods of time may be spent in a field environment observing equipment space for installation, testing, and troubleshooting. Some work (less than 10%) requires frequent bending, moving, and lifting.

- Dexterity of hands and fingers to operate a computer keyboard, mouse, power tools, and other computer components.

- Up to 20% travel required.

#administrative

Kodiak Gas Services is an Equal Employment Opportunity Employer: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.