Commercial Excellence Architect

Ralliant; Dover (DE); On-site; USD 92,000 - 170,000; Full time

Job summary

Ralliant is seeking a Sales Excellence Leader to design and embed a common sales methodology and funnel governance from project identification through win and expansion, partnering with Sales leadership to improve funnel quality and translate insights into corrective action.

You will shape Installed Base and MRO processes to track lifecycle events, identify opportunities, and measure revenue leakage, while defining a focused KPI framework and a disciplined sales cadence.

Qualifications

• 7+ years in Sales Excellence, Commercial Excellence, sales effectiveness or related transformation roles.
• Experience in B2B industrial or complex solution selling preferred.
• Ability to design and embed sales methodology, funnel governance and performance systems.
• Strong commercial analytics and CRM/Salesforce fluency with the ability to translate insight into action.

Responsibilities

• Design and embed a common sales methodology and funnel governance from identification through win and expansion.
• Define qualification standards, opportunity stages, exit criteria and required seller actions.
• Improve funnel quality, conversion and early identification of new projects and sockets.
• Lead win/loss and funnel diagnostics with Sales leadership and translate findings into corrective action.
• Design the commercial process to track installed projects, lifecycle events and MRO timing.
• Create visibility to replacement, retrofit, expansion and share-of-wallet opportunities.
• Establish clear processes that convert installed-base signals into actionable sales opportunities.
• Measure MRO capture and identify revenue leakage or missed share-of-wallet.
• Define a focused KPI and scorecard framework aligned to sales strategy.
• Design the sales operating cadence, including funnel, account, channel and quarterly reviews.
• Turn data into decisions, actions, owners and follow-through rather than reporting activity.
• Establish performance diagnostics around win rate, sales cycle, account penetration and seller productivity.
• Define channel scorecards covering revenue commitments, demand creation, project visibility and partner productivity.
• Support structured partner reviews and identify performance gaps and corrective actions.
• Partner with Channel Management to improve segmentation, coverage and ROI.
• Identify and eliminate process friction that reduces customer-facing selling time.
• Develop sales playbooks, tools and best practices that improve effectiveness.
• Leverage AI and automation to improve productivity and commercial insight.
• Lead cross-functional improvement initiatives affecting sales effectiveness.

Skills

Sales Excellence

Commercial Excellence

Sales effectiveness

Strategy/operations

CRM/Salesforce fluency

Influence across functions

Builder mindset

Tools

Salesforce

Job description

Ralliant is seeking a Sales Excellence Leader to design and embed a common sales methodology and funnel governance from project identification through win and expansion, partnering with Sales leadership to improve funnel quality and translate insights into corrective action.

You will shape Installed Base and MRO processes to track lifecycle events, identify opportunities, and measure revenue leakage, while defining a focused KPI framework and a disciplined sales cadence.