Director of Commercial Excellence - Industrial Automation Group

Director - Commercial Excellence

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 systems.
• 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 improvement.
• Use CRM analytics to deliver insights on pipeline health, sales activity, and customer engagement, supporting better business decisions.
• 80 / 20 Deployment
• Lead the deployment and sustainment of OTC's 80 / 20 methodology to focus resources on high-value customers, products, and services.
• Partner with leadership teams to simplify complexity, optimize product / service offerings, and align resources with the most profitable areas.
• Provide tools, dashboards, and reporting to monitor progress and ensure adoption across business units.
• Train and coach leaders and teams on 80 / 20 principles to embed the framework into daily decision-making.
• 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 organization.
• 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 the organization's e-commerce platform.
• 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 the organization's digital presence.

Qualifications :