FORTNA partners with the world’s leading brands to transform omnichannel and parcel distribution operations. Known world-wide for enabling companies to keep pace with digital disruption and growth objectives, we design and deliver solutions, powered by intelligent software, to optimize fast, accurate and cost-effective order fulfillment and last mile delivery. Our people, innovative approach and proprietary algorithms and tools ensure optimal operations design and material and information flow. We deliver exceptional value every day to our customers with comprehensive services and products including network strategy, distribution center operational design and implementation, material handling automated equipment, robotics and a comprehensive suite of lifecycle services.
At FORTNA, we believe in fostering a workplace that isn't just a job but a movement – a collective effort to redefine success and transform challenges into opportunities. "Join the Movement" encapsulates our commitment to a workplace culture that thrives on collaboration, celebrates diversity, and empowers every individual to contribute to something greater than themselves. Our Team. Our Passion. Our Approach.
Join our dynamic team as a Commercial Operations Manager, reporting to the VP of Commercial Operations and directly supporting the Chief Commercial Officer, Supporting our Sales, and Marketing functions. You will play a pivotal role in optimizing our commercial operations by driving key processes that support decision-making and strategy, enhance customer relationships, and manage our sales incentive framework. This role requires a strategic thinker with strong analytical skills and a proven track record in commercial operations management.
Drive Key Commercial Operating Rhythms:
As a Commercial Operations Manager, for a $2B Global business, you will play a crucial role in driving the company's commercial strategies and optimizing operations to enhance overall performance and profitability. In this position, you are expected to lead the operational cadence of the business, including creating and driving key components of the business’s Monthly Operating Reviews, Board Meetings, and Pipeline Reviews. This will involve preparing detailed reports and analytics that facilitate decision-making and strategic planning at the highest levels. Partner with Finance in the annual fiscal year planning activities including headcount planning, organizational design, coverage models + territory design.
Win-Loss and Customer Satisfaction Analysis
Your responsibilities will extend to managing the Win-Loss and Customer Satisfaction processes across the business. This will require a methodical approach to capturing and analyzing feedback, which will be instrumental in improving products and services as well as overall customer engagement strategies. Perform regular data analysis to observe and drive enhanced productivity across the sales, marketing, and customer delivery organizations and use this data to proactively identify areas for improvement.
Sales Incentive Plan Management:
Additionally, you will take charge of the annual Sales Incentive Plan process. This includes designing and updating incentive programs to ensure they align with business goals and effectively motivate the sales team. You will work closely with sales leadership to set targets and quotas, and you will ensure that these incentives are both competitive and rewarding.
Sales and commercial investment analysis:
Partnering with the sales team and commercial team, you will lead investment analysis on our sales and marketing spend measuring efficiency and returns. This will enable leaders to make the right decisions to drive profitable growth
Other:
A significant part of your role will also involve cross-functional coordination between sales, marketing finance, and other organizational departments to streamline processes and boost efficiencies. You'll need to have a keen eye for identifying opportunities for improvement across business functions and be adept at synthesizing the interconnectivity within these groups to foster better collaboration and results.
Your analytical duties will include examining market trends, customer insights, sales productivity, and the competitive landscape to pinpoint opportunities for sales growth and optimization. You are also expected to provide strategic guidance on sales targeting, segmentation, and positioning to maximize revenue generation. Staying informed about emerging sales technologies and trends is crucial, as this knowledge will enable you to continuously enhance the sales team's effectiveness and efficiency.
This role demands a proactive leader with a strategic mindset, excellent analytical skills, and the ability to manage multiple initiatives simultaneously. Your contributions will be vital to driving our company's growth and success in a competitive landscape.
QUALIFICATIONS EDUCATION and EXPERIENCE • Bachelor’s Degree (B.A. or B.S.) from a four-year college or university
- Minimum of 5+ years of commercial or finance operations experience
- Proven ability to influence at all levels and work effectively with cross-functional teams.
- Familiarity with sales and marketing automation platforms and sales content management systems
REQUIRED KNOWLEDGE, SKILLS, ABILITIES
- Proven track record of success in commercial operations
- Strong analytical skills with the ability to build & interpret sales data, metrics, and trends to drive strategic decision-making. Excellent Excel data skills
- Excellent communication, interpersonal, and negotiation skills, with the ability to influence and collaborate effectively at all levels of the organization.
- Proficiency in sales technology platforms, CRM systems, and sales automation tools.
- Strategic thinker with the ability to develop and execute sales strategies that align with broader business objectives.
- Results-oriented mindset with a focus on driving revenue growth, operational efficiency, and customer satisfaction. Self-motivated, learning mindset. Ability to thrive in a fast-paced environment.
- Be detailed and organized.
The base salary range for this role is $97,800 to $146,700. This base salary range represents the low and high end of the base salary range for this position. Actual base salary offered will vary based on various factors including but not limited to location, level, job-related knowledge, skills, experience, and performance.
This job description describes the general nature and level of work expected of a person assigned to this position. All job requirements listed indicate the minimum level of knowledge, skills and/or ability deemed necessary to perform the job proficiently. Employees may be required to perform any other job-related duties as requested by their supervisor.
It is the policy of FORTNA and its affiliated companies to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, pregnancy or pregnancy-related condition, status with regard to public assistance, veteran status, citizenship status (if authorized to work in the U.S.), or any other characteristic protected by federal, state or local law. In addition, FORTNA will provide reasonable accommodations for qualified individuals with disabilities.