Director, Commercial Strategy and Operations

Overview Overview PowerPlan helps optimize the financial performance of our customers’ assets by developing strategic solutions for complex problems. To support our growth aspirations, we are looking for a Director to lead and build a Commercial Operations function. This role will play a key role in optimizing our commercial processes and strategies to drive revenue growth by building and managing a high-performing team that handles sales forecasting, reporting and analysis, account planning, CRM data management, territory assignments and incentive compensation, and commercial initiatives. We are looking for someone who can think strategically to successfully position PowerPlan for future growth. This person must be highly collaborative, a continuous learner, and a passionate builder of great people and teams. This person must also be able to quickly build credibility with the commercial leaders and team members. This position will report to the CFO with high visibility and interaction with the most senior commercial leaders at PowerPlan as well as the CEO. Responsibilities Sales Forecasting: Develop and maintain accurate sales forecasts. Working closely with commercial leadership, create forecasts using pipeline data, historical results, and deal-specific input from Sales and Customer Success management. Also, analyze historical data and market trends to continually improve forecasting accuracy. Reporting and Analysis: Identify and gain leadership alignment on key metrics, develop and document data input and governance processes, and create weekly/monthly/quarterly reports and KPIs. Create and deliver regular reports and dashboards to monitor performance, providing actionable insights and recommendations to enhance sales and customer Success strategies. Account Planning: Lead the development and execution of account management playbooks in collaboration with Sales and Customer success leadership. They will focus on mapping the customer power base, identifying growth opportunities, developing talk tracks for sales and renewals, and driving initiatives to enhance customer growth and retention. CRM Data Management: Ensure CRM and other tools contain accurate and timely information about accounts, contacts, and opportunities by ensuring system usability, training internal teams on system usage, and monitoring data quality. Collaborate closely with IT and Business Systems to ensure systems are optimized for efficiency. Territory Assignments and Incentive Compensation: Coordinate the definition and optimization of territory assignments to pair the right reps with the right accounts using account data (historical sales, future opportunity, geography, etc.) and management input (relationships, active opportunities, etc.). Work with commercial leadership to annually to design and implement compensation structures that motivate and reward sales teams appropriately. Monitor incentive compensation payouts to ensure alignment with company results and to maximize sales effectiveness and motivation. Commercial Initiatives and Program Management: Manage and execute various commercial initiatives (ad hoc and ongoing) aimed at driving revenue growth and enhancing customer satisfaction. These initiatives may include sales programs, customer surveys, end-of-life campaigns, and other strategic initiatives. Collaborate cross-functionally to develop and implement these initiatives, monitor their progress, and analyze their impact on the company's performance. Ensure that these initiatives align with the overall business strategy and contribute to the achievement of revenue and customer-focused goals. Qualifications Bachelor’s degree in Business, Economics, Finance, or similar. 6+ years of experience in sales operations, strategy or sales consulting, business analysis, or other relevant function. Software company experience is a plus. Extensive knowledge of business processes and operational best-practices. Proven ability to build and maintain cross-functional relationships across an organization. Ability to do financial analysis to make data driven strategic decisions. Proven ability to manage priorities in a high paced environment with a strong attention to detail. Experience with SalesForce.com. Preferred MBA preferred. Utility industry experience a plus.