Manager, Commercial Excellence

Smurfit Westrock; Richmond (VA); On-site; USD 110,000 - 140,000; Full time

Benefits offered by this job

Training & development

Competitive salary

Job summary

Smurfit Westrock is seeking a Mgr, Commercial Excellence in the Corrugated Division to lead analytics, pipeline governance, and CRM ownership. You will partner with sales, marketing, operations, IT, and business leaders to drive forecast accuracy, seller effectiveness, and data-driven decision making.

The role blends strategic leadership with hands-on execution, developing tools, processes, and insights that support growth and profitability while delivering training and coaching to

Qualifications

• Bachelor's degree in Business, Sales, Marketing, Finance, or Analytics.
• Experience in commercial excellence, sales operations, or analytics.
• Strong analytical capabilities and ability to translate data into actions.
• Proficiency with Excel, Power BI, Qlik Cloud, Alteryx, and CRM tools.

Responsibilities

• Partner with sales, marketing, operations, finance, and leadership to align priorities and execute initiatives.
• Lead reporting, dashboards, scorecards, and business reviews for pipeline health and growth trends.
• Drive CRM adoption and governance to improve forecast reliability and opportunity management.
• Own CRM and commercial systems, working with IT to improve usability and adoption.
• Develop data-driven insights and translate findings into business actions.
• Support strategic planning and executive reviews with data-driven analysis.

Skills

Data analytics

CRM administration

Sales operations

Excel

Power BI

Alteryx

Qlik Cloud

Education

Bachelor's degree

Tools

Qlik Cloud

Alteryx

Power BI

CRM platforms

Excel

Job description

Description & Requirements

Smurfit Westrock (NYSE:SW) is the go-to leader and partner of choice in sustainable packaging. We are dedicated to creating efficient and scalable paper and packaging solutions to help solve complex packaging challenges. Guided by our values of safety, loyalty, integrity and respect, we are committed to delivering meaningful value for shareholders, customers, employees and the communities where we operate.

Smurfit Westrock (NYSE:SW) is the go-to leader and partner of choice in sustainable packaging. We are dedicated to creating efficient and scalable paper and packaging solutions to help solve complex packaging challenges. Guided by our values of safety, loyalty, integrity and respect, we are committed to delivering meaningful value for shareholders, customers, employees and the communities where we operate.

As a Mgr, Commercial Excellence for the Corrugated Division, you will serve as a player-coach responsible for advancing commercial performance through analytics, pipeline governance, sales enablement, CRM ownership, reporting, and cross-functional leadership. Reporting to the Director of Commercial Excellence, this role partners closely with sales, marketing, operations, IT, and business leaders to improve sales effectiveness, drive strategic initiatives, strengthen commercial capabilities, and deliver data-driven insights that support growth and profitability. This position balances strategic leadership with hands-on execution, translating business needs into actionable programs, tools, processes, and insights that enable commercial teams to make better decisions and achieve sustainable results.

How You Will Impact WestRock

• Partner with sales, marketing, operations, finance, and commercial leadership to align priorities and execute strategic initiatives.
• Lead commercial performance reporting, dashboards, scorecards, and business reviews that provide visibility into pipeline health, growth trends, seller performance, and key commercial metrics.
• Drive pipeline governance processes and CRM adoption to improve forecast reliability, opportunity management, and sales execution.
• Act as business owner for CRM and commercial systems, partnering with IT to implement enhancements, improve usability, and increase adoption.
• Develop actionable insights and recommendations by analyzing complex commercial data and translating findings into business actions.
• Support strategic planning, leadership presentations, and executive reviews with data-driven analysis and recommendations.
• Lead and support onboarding, training, coaching, and talent development initiatives that strengthen commercial capabilities and seller effectiveness.
• Identify performance gaps and partner with business leaders on improvement plans and capability-building programs.
• Establish and maintain reporting governance, data quality standards, and commercial process discipline across systems and teams.
• Lead continuous improvement initiatives that eliminate inefficiencies, improve workflows, and increase organizational effectiveness.
• Support execution of customer events, sales programs, and commercial initiatives that improve customer engagement and business results.
• Provide informal leadership, coaching, and project leadership across cross-functional teams.

What You Need To Succeed

• Bachelor's degree in Business, Sales, Marketing, Finance, Management, Analytics, or a related field preferred.
• 5-8 years of progressive experience in commercial excellence, sales operations, commercial strategy, business analytics, marketing operations, or related disciplines.
• Experience supporting commercial organizations through reporting, analytics, CRM administration, process improvement, and sales enablement initiatives.
• Strong analytical capabilities with the ability to interpret complex data and communicate actionable business insights.
• Advanced proficiency with Microsoft Excel, Power BI, Qlik Cloud, Alteryx, CRM platforms, and reporting tools.
• Excellent communication, presentation, collaboration, and stakeholder management skills.
• Demonstrated project leadership experience with the ability to influence without direct authority.
• Ability to manage multiple priorities and deliver results in a fast-paced environment.

Success Measures

• Improved pipeline visibility, governance, and forecast accuracy.
• Increased CRM adoption and commercial process compliance.
• Higher data quality and reporting reliability across commercial systems.
• Greater seller productivity and effectiveness through improved tools, training, and processes.
• Actionable insights that influence commercial decision-making and business performance.
• Strong cross-functional alignment and successful execution of strategic initiatives.

Preferred Competencies

• Commercial acumen
• Data-driven decision making
• Strategic thinking
• Business partnership and influence
• Change leadership
• Process improvement mindset
• Project and program management
• Executive communication
• Coaching and talent development
• Customer-centric perspective

What We Offer

• Corporate culture based on integrity, respect, accountability, and excellence
• Comprehensive training with numerous learning and development opportunities
• An attractive salary reflecting skills, competencies, and potential
• A career with a global packaging company where Sustainability, Safety and Inclusion are business drivers and foundational elements of the daily work.

Candidates are required to undergo a drug screening after receiving a conditional job offer, but before starting employment.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by state or federal law.