Commercial Excellence Manager - Southeast

Company: PPG Industries, Inc.
Location: Cranberry
Posted on: June 6, 2021

Job Description:

Are you ready for the next challenge that allows you to follow your passion? PPG has an outstanding opportunity with the Commercial Excellence Team! As a Commercial Excellence Manager, you will be responsible for the tactical planning & execution of the 4 "C"s: Connectivity-Capability-Compensation-Coverage. You will build a strong focus on establishing relationships with all levels of the Commercial organization in order to develop the commercial sales team while influencing strategic recommendations to Business Leadership.

Key Responsibilities:

Connectivity Through Analytics:

• Provide direction and strategy using Pipeline Measurement/Analytics, Sales Mentorship, Consulting & Leadership, for Commercial Sales representatives to generate new business and maintain existing accounts therefore driving sales & profit in a nominated large market/region via ClientLink.
• Support account planning templates by market utilizing data that will enable our salespeople to manage their actions and strategies to achieve their sales goals.
• Support rep scorecards on CONNECTIVITY, CAPABILITY, COVERAGE, COMPENSATION that managers can utilize to mentor and develop their salespeople.
• Support and reinforce performance and learning process, tools, concepts & content of ClientLink CRM to drive, and measure sales behavior.
• Support, collaborate and coordinate team strategic planning, selling, execution & metric support of activities across sales, operations as well as Cross-Business selling campaigns.
• Support of Commercial Team to improve Net Promoter Score (NPS) metrics for the Business.

Capability:

• Drive a new sales training approach to focused subject matter that will position our sales team to meet key objectives
• Drive focus on on-demand, virtual training opportunities to scale as quickly as possible and build a library of content
• Execute all training to be aligned with overall Commercial Excellence team goals & objectives.
• Work with Product Management, Portfolio Management and Marketing teams to drive relevant content to address proficiency skill gaps of the commercial team identified via the skills assessment platform,
• Execute Development and Delivery of sales skill training utilizing MHG sales methodology.
• Execute Field Training to the commercial teams on topics not limited to Product & Sales to as dictated by Learning & Development calendar, prescriptive training, and needs to be addressed by skills gap analysis
• Drive and Support sales tools to help our salespeople meet their objectives.
• Support CRM Infrastructure Sr. Manager to leverage and focus on improving the use of ClientLink Metrics, utilizing field best practices and analytics for building and executing Coaching Playbooks.
• Drive and Own Assessment and deployment frequently requested Demo-builds
• Support onboarding checklist and education plan for all commercial new hires & promotions.

Coverage:

• Work closely with the Data & Insights team to make recommendations via the understanding of optimal coverage, market by market, to include roles, manpower, customer focus, and geographic representation as well as other identified factors.
• Evaluate current coverage plan and make recommendations with optimal strategy and work closely with sales leadership and HR to implement changes
• Work closely with the Director of Commercial Excellence to make recommendations to respective Channel leadership on proper sales rep territory alignment and assignment.

Compensation:

• Work with Director of Commercial Excellence to identify desired salesperson behaviors to ensure our sales teams are rewarded for the creation of mutual customer value
• Identify gaps in current plans for consideration in future plans and drive sales incentive plan understanding across commercial teams.
• Work with HR on Compensation scorecards to drive anomaly awareness and alignment to leadership.
• Work closely with the Director of Commercial Excellence to make recommendations to respective Channel leadership & Sr. Leadership on proper motivation and compensation profiles & plans.

Qualifications:

• A Bachelor's degree in Business, Engineering or related field.
• 3 years of proven experience in sales & support.
• A deep understanding of current and emerging market trends.
• Extensive analytical abilities and skills to evaluate and recommend alternative solutions.
• Ability to lead and effectively participate in teams.
• Ability to work in a matrix organization with influential capabilities.
• Strong verbal and written communication skills, with an ability to express sophisticated technical concepts in audience appropriate terms.
• Will be required to complete all Miller Heiman Group training and complete Certification of MHG PSS training.

ABOUT US:

Here at PPG, we make it happen, and we seek candidates of the highest integrity and professionalism who share our values, with the commitment and drive to strive today to do better than yesterday - everyday.

PPG: WE PROTECT AND BEAUTIFY THE WORLD

Through leadership in innovation, sustainability, and color, PPG helps customers in industrial, transportation, consumer products, and construction markets and aftermarkets to enhance more surfaces in more ways than does any other company. To learn more, visit www.ppg.com and follow @ PPG on Twitter.

The PPG Way

Every single day at PPG:

We partner with customers to create mutual value.

We are insightful, dedicated, and proactive. We have intimate knowledge of the market and our customers. We focus on practical solutions that make a difference.

We are "One PPG" to the world.

We are better and stronger together. We leverage our scale to reach new markets and introduce innovative technologies as we differentiate and disrupt our markets.

We trust our people every day, in every way.

We enable and empower our people to make the right decisions. We are inclusive, transparent, and respectful. Our feedback is clear and actionable.

We make it happen.

We have a passion for winning. We achieve. We deliver with discipline and integrity. We bring our best energy to our work. We decide and act intelligently and quickly.

We run it like we own it.

We respect one another by being responsible and accountable. We always act in the best interest of our company, customers, shareholders, and our communities.

We do better today than yesterday - everyday.

We continuously learn. We develop our people to grow our businesses.

PPG Way: (Click here to learn more about the PPG Way)

PPG vision: http://corporate.ppg.com/Our-Company/PPG-Vision.aspx

We are One PPG: http://one.ppg.com/

PPG provides equal opportunity to all candidates and employees. We offer an opportunity to grow and develop your career in an environment that provides a fulfilling workplace for employees, creates an environment for continuous learning, and embraces the ideas and diversity of others. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, color, creed, religion, national origin, age, disability status, marital status, veteran status, sexual orientation, gender identity, or expression. If you need assistance to complete your application due to a disability, please email recruiting@ppg.com.

PPG values your feedback on our recruiting process. We encourage you to visit Glassdoor.com and provide feedback on the process so that we can do better today than yesterday.

Benefits will be discussed with you by your recruiter during the hiring process.

Pay Transparency poster: https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_ English_formattedESQA508c.pdf

EEO is the Law: https://www.eeoc.gov/sites/default/files/migrated_files/employers/eeoc_self_print_poster.pdf

EEO is the Law Supplement: http://www.eeoc.gov/sites/default/files/migrated_files/employers/eeoc_gina_supplement.pd

Keywords: PPG Industries, Inc., Erie , Commercial Excellence Manager - Southeast, Other , Cranberry, Pennsylvania