- Platform diligence and value creation (~80% of time) – The VPCE will work with the Commercial Operating Partner to support portfolio company executive teams and deal teams in advancing the commercial effectiveness of those platforms. The VPCE will help deal teams identify commercial opportunities during diligence and will ultimately work to execute on a prioritized subset of those opportunities (and others identified post-close) as part of the Sterling Value Creation Process. The scope of work will include assessing, initiating, and helping plan, monitor, and execute commercial initiatives across the Sterling portfolio. An effective VPCE will leverage deal teams, portfolio company management, and third-party resources to help successfully execute initiatives. Further, the VPCE will need to adapt his or her methods of engagement by platform to achieve the goals outlined.
- Sterling value creation (~20% of time) – The VCPE will work with the Commercial Operating Partner, across the firm and through committees (primarily the Operations Improvement Committee) to be a thought leader and contributor who can further develop the Firm's commercial operating capabilities. The VPCE will also work across the firm and with the Commercial Operating Partner to develop best practices in commercial excellence benchmarking, training, project planning, and execution.
- The VPCE will also help develop and codify relationships with third-party consultancies aligned with Sterling's processes and methodologies, and he or she will be expected to attend appropriate conferences, webinars, and other forums to learn new best practices that could be applied at our firm and/or portfolio companies.
- Working with the growth strategy and commercial excellence groups (within Sterling, at the portfolio company, and/or at third-party firms) to analyze markets, customer segments, and competitive landscapes to provide informed, thoughtful and actionable commercial opportunities.
- Developing comprehensive and clear commercial strategies, along with actionable plans that will deliver profitable, organic growth (e.g., by improving salesforce and pricing effectiveness, marketing, etc.).
- Creating clear value propositions (e.g., for customers, employees, vendors).
- Working with portfolio teams to develop enhanced channel and sales coverage strategies – including defining the organizational design of the sales and marketing teams, as needed.
- Supporting specific strategic planning sessions related to channel partnerships, distribution models, sales rep. management, etc.
- Establishing and measuring KPIs.
- Identifying and implementing tools and systems needed to successfully improve the sales function (e.g., CRM).
- Implementing sales forecasting and sales and operations planning practices (S&OP).
- Optimizing pricing (e.g., transitioning portfolio companies from commonly seen cost-based pricing models to value-based pricing)
- Supporting initiatives to improve pricing segmentation (e.g., cost-to-serve, engagement model).
- Assessing the sales team's effectiveness, and identify areas for improvement.
- Identifying roles and competencies needed to deliver the value proposition.
- Developing and improve salesforce compensation plans to help achieve goals.
- Designing sales processes (pipeline, customer engagement, service, etc.) for various go-to-market models.
- Designing and/or developing sales training programs as needed.
- Familiarizing the team with sales enablement marketing methodologies and frameworks.
- Using best practices to obtain voice of customer and other inputs needed to outline opportunities to improve and/or expand the portfolio company's products and/or services.
- Improving new product development/commercialization processes.
- Supporting the evaluation of potential new and existing customers and needs - and leading the team in a proactive, post-sales approach with a focus on solutions efficiently and effectively delivering products and services;
- Leveraging customer insights to identify business opportunities and strategies.
- Working with management to improve customer service processes.
- Helping develop marketing and branding strategies as needed.
- Evaluating and improving lead generation practices.
- Developing new tools to leverage digital and Artificial Intelligence technologies to enhance customer experiences, improve sales operations, lead generation, pricing strategies, customer segmentation approaches, marketing content, etc.
- Bias to be in the field with management teams to build relationship, monitor progress, and advise as needed
- Ability to influence the executive teams to drive outcomes
- Mentor investment professionals and high-potential executives
- Achieve planned revenue, margin, and related commercial objectives.
- At least three years of experience working on commercial engagements with a consulting firm that serves the industrial segment and three to five years working as an operator in revenue/sales operations (e.g., sales, marketing, pricing) function - having held supervisory roles in organizations with over $500M in revenue
- Experience with and/or comfort with dotted-line reporting structures / primarily influencing roles
- Extensive experience overseeing/utilizing third parties
- Experience working in a "performance based" and fast paced environment
- Proven record of developing/improving sales and marketing infrastructure and processes
- Competent in building analytical models and tools in MS Excel, Power BI, Tableau, and other analytical tools
- Possesses a mind-set for continuous improvement
- Active, execution-focused 'change-agent'
- Familiar with basic project management practices and tools (e.g., MS Project, Asana, Instagantt)
- Working knowledge of and experience implementing CRM systems (e.g., SFDC, Hubspot, MS Dynamics, etc.)
- Persuades, collaborates, and builds networks
- Strategic, partnership-focused mindset.
-
Vice President, Commercial Excellence
3 weeks ago
Sterling Group Houston, United States**Vice President, Commercial** · **THE FIRM** · The Sterling Group is an operationally focused, middle-market firm focused on the industrial sector. Founded in 1982, Sterling is one of the longest standing private equity firms in North America. Today, the firm has $6 billion in a ...
-
Contracts and Commercial Excellence Manager
3 days ago
CenterPoint Energy Houston, United States**Date**:May 1, 2024 · **Location**: Houston, TX, US, 77002 · **Company**:CenterPoint Energy · **CenterPoint Energy and its predecessor companies have been in business for more than 150 years.** · **Our Vision**: Our vision is to become the most admired utility in the United Stat ...
-
Commercial Excellence Manager
1 week ago
Floworks International LLC Houston, United StatesJob Description · Job DescriptionFloWorks is a leading specialty distributor of critical flow control products and provider of tailored technical solutions for MRO-focused applications. The company serves customers across chemical, downstream refining & renewables, high purity & ...
-
Commercial Excellence Global Leader
2 weeks ago
Lyondell Basell North America Houston, United StatesLyondellBasell · Basic Function · The Global Commercial Excellence position will have critical leadership responsibilities in partner with the APS Commercial and Regional leaders, lead the regional Commercial Excellence teams, own, lead and execute several Commercial Excellence p ...
-
Manager, Energy Supply
2 weeks ago
JERA Americas Houston, United States**Summary**: · The Manager of Energy Supply and Business Development is responsible for assisting the Vice President of Energy Supply and the broader asset management and commercial teams in the short, medium, and long-term management of the Freeport LNG asset. The position is al ...
-
Commercial Loan Officer
3 weeks ago
Matador Lending Houston, United StatesThe **Commercial Loan Officer **is responsible for developing and managing the commercial loan portfolio. As part of a team, this lending position will be responsible for sourcing new relationships and growing the loan and deposit portfolio of the Business Services Department. · ...
-
Superintendent
3 weeks ago
Elsdon Consulting Houston, United States**Join Our Team - Superintendent Needed (K-12 experience)** · **Commercial General Contractor** · **Houston, Tx** · **Company Overview**: Located in the heart of Houston, a leading Commercial General Contractor specializing in Ground-Up Commercial projects, with a strong focus on ...
-
Construction Superintendent
3 weeks ago
Elsdon Consulting Houston, United States**Join Our Team - Superintendent Needed (K-12 experience)** · **Commercial General Contractor** · **Houston, Tx** · **Company Overview**: Located in the heart of Houston, a leading Commercial General Contractor specializing in Ground-Up Commercial projects, with a strong focus on ...
-
Commercial Electrical Estimator
2 weeks ago
Skylls Solutions Houston, United StatesRole Description · This is a full-time on-site role as a Commercial Electrical Estimator / Project Manager located in Houston, TX. As a Commercial Electrical Estimator / Project Manager, you will be responsible for putting together complete electrical bid packages. As well as, es ...
-
Chief Estimator
3 weeks ago
Elsdon Consulting Houston, United States**Job Title: Chief Estimator** · **Company**: A leading Commercial General Contractor in Houston specializing in Ground Up commercial projects including office, healthcare, industrial, retail, and k-12. · **Location**: Houston, TX · **Experience**: Over 10 years of estimating exp ...
-
Loan Coordination Specialist Iii
1 week ago
BOK Financial Houston, United StatesReq ID: 75060 · Location: Houston -HOUS · Areas of Interest: Commercial Banking; Commercial Loan Processing; Complex Commercial Loan Processing · Pay Transparency Salary Range: Not Available · Application Deadline: 06/16/2024 · BOK Financial Corporation Group includes BOKF, NA; B ...
-
Deal Confirmation Analyst
3 weeks ago
Motiva Enterprises, LLC Houston, United StatesHeadquartered in Houston, Texas, Motiva refines, distributes, and markets petroleum products throughout the Americas. The company's Port Arthur Manufacturing Complex in Port Arthur, TX, is comprised of North America's largest refinery with a total throughput of 720,000 barrels pe ...
-
Construction Superintendent
2 weeks ago
Elsdon Consulting Houston, United States**Superintendent for Houston-Based Commercial General Contractor** · **Position**: Superintendent · **Location**: Houston, Texas · **Please note**: Applications with multi family/ residential experience won't be considered* · **About**:A dynamic Houston-based Small-Medium Commerc ...
-
Commercial Real Estate Agent
3 weeks ago
NBBN Houston, United States**Job Description: Commercial Real Estate Agent** · **Overview**: NBBN is Houston's commercial real estate services and investment firm offering a growing and visionary support organization. We are looking for the best and sharpest professionals and we are invested in the develop ...
-
Contract Negotiator
2 weeks ago
ConocoPhillips Houston, United StatesCategory · Commercial · Location · - Houston, Texas · Relocation · Domestic Relocation provided · Job ID · REQ-002960 · Welcome to ConocoPhillips, where innovation and excellence create a platform for opportunity and growth. Come realize your full potential here. · **Who We Are** ...
-
Fleet Lease Coordinator
2 weeks ago
EBlock Corp. Houston, United StatesOverview: · In the role of Fleet Lease Coordinator for heavy duty, commercial, and passenger vehicles, you will be instrumental in overseeing the logístical flow and coordination of a diverse range of vehicles through various stages within our auction facility. This role demands ...
-
Outside Sales Representative
2 weeks ago
Arcot Manufacturing Corporation Houston, United StatesSales position is available to represent a well-established manufacturer of commercial cleaning chemicals and dispensing services. · Position is Houston-based. Occasional short-term travel may be required. · **Compensation**:Initially salary, long-term commission. · **Requirement ...
-
Estimator
3 weeks ago
Elsdon Consulting Houston, United States**Job Title: Construction Estimator** · **Location**: Houston, TX · **Position Type**: Full-time · **About**:A leading construction firm specializing in a diverse range of commercial projects, including healthcare, municipal, aviation, office, education, interiors, and more. With ...
-
Experienced Commercial Property Manager
3 weeks ago
ILS Capital - Houston Houston, United StatesThe ILS group of companies is a family owned and operated Real Estate centric, Private Lending Company and Private Investment Firm. We are expanding in several key markets and are seeking an experienced Commercial Property Manager to add to our growing organization of over 50 emp ...
-
Construction Superintendent
2 weeks ago
Elsdon Consulting Houston, United States**Job Title: Superintendent - Commercial General Contractor** · **Location: Houston, TX** · **Company Overview**: · Join a well-respected and established Commercial General Contractor, specializing in ground-up commercial projects across various sectors including healthcare, K-12 ...
Vice President, Commercial Excellence - Houston, United States - Sterling Group
Description
Job Description
Job DescriptionVice President, Commercial
THE FIRM
The Sterling Group is an operationally focused, middle-market firm focused on the industrial sector. Founded in 1982, Sterling is one of the longest standing private equity firms in North America. Today, the firm has $6 billion in assets under management. Sterling's returns consistently rank in the top quartile of private equity firms globally. Further, 80% of its returns have been driven by organic EBITDA growth as opposed to financial engineering, a result of Sterling's operational investing style. Sterling's investor base is comprised of some of the largest and most respected global institutional investors.
MISSION STATEMENT
The mission of the Vice President, Commercial Excellence ("VPCE") is to drive value creation through the commercial function within the firm and across the portfolio. The VPCE will serve as a trusted advisor, technical expert, and execution facilitator to our deal teams and portfolio company executives – focusing on commercial excellence and organic growth projects that include pricing, salesforce effectiveness, and marketing.
The role will be focused on two main areas:
AREAS OF EXPERTISE AND IMPACT:
Working with the deal teams, portfolio company executives and third-party consultants, the VPCE will be responsible for supporting the portfolio companies in identifying and executing 5 to 8 major commercial initiatives with varying degrees of complexity at any given time. The areas of expertise and impact for the VPCE will span the full range of commercial activities, including:
1. Commercial Strategy
2. Go-to-Market (channel, organizational design, coverage model)
3. Commercial Operations (KPI, systems, tools, reports, organization, large quote process)
4. Pricing (strategy, control design, tools, and execution)
5. Sales Organization Design
6. Sales & Marketing Process Design & Methods
7. New Product Development and Commercialization
8. Customer Service Excellence
9. Marketing (strategy, brand, product, lead generation)
10. Digitalization & AI
ENGAGMENT MODEL, INFLUENCE, AND IMPACT:
PROFESSIONAL CHARACTERISTICS:
COMPETENCIES: