Sales Excellence Architect: Funnel, MRO & Growth

Ralliant; Montgomery (AL); On-site; USD 110,000 - 160,000; Full time

Job summary

Ralliant is seeking a Sales Excellence Leader to help build and continuously improve the commercial operating system for the Head of Sales. You will drive a unified sales methodology, funnel governance, and performance systems across installed-base and MRO programs.

The role focuses on analytics, cross-functional collaboration, and the design of a scalable sales operating cadence. 7+ years in related roles and strong Salesforce fluency are preferred.

Qualifications

• 7+ years in Sales Excellence, Commercial Excellence, sales effectiveness, strategy/operations or comparable commercial transformation roles.
• Experience in B2B industrial, technical or complex solution selling preferred.
• Demonstrated ability to design and embed sales methodology, funnel governance and performance systems.
• Strong commercial analytics and CRM/Salesforce fluency with the ability to convert insight into action.
• Credibility to influence and challenge sales leaders constructively across functions.
• Builder mindset: comfortable creating new capability rather than administering an established function.

Responsibilities

• Design and embed a common sales methodology from project 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 expected MRO timing.
• Create visibility to replacement, retrofit, expansion and share-of-wallet opportunities.
• Establish clear processes that convert installed-base and customer 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 business 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 return on channel investment.
• 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 Strategy

Data Analytics

CRM Fluency

Tools

Salesforce CRM

Job description

Ralliant is seeking a Sales Excellence Leader to help build and continuously improve the commercial operating system for the Head of Sales. You will drive a unified sales methodology, funnel governance, and performance systems across installed-base and MRO programs.

The role focuses on analytics, cross-functional collaboration, and the design of a scalable sales operating cadence. 7+ years in related roles and strong Salesforce fluency are preferred.