Job Description Summary

Job Description

Role Overview

The Global Commercial Performance Manager is a strategic role responsible for maintaining the commercial integrity of the PT organization. With a primary focus on Inquiry-to-Order (ITO) governance, this role ensures that all commercial activities — from lead management to handover to execution team — are compliant, risk-mitigated, and optimized for profitability. By leveraging Salesforce (SFDC) as the primary engine for analytics, this leader will ensure pricing strategy and the optimization of the ITO process.

Key Responsibilities

1. ITO Compliance & Deal Risk Assessment

• Governance & Compliance: Act as the primary owner for global ITO process governance, ensuring adherence to internal policies, delegation of authority (DOA), and regulatory compliance.

• Risk Mitigation: Conduct rigorous risk assessments for complex/high-value opportunities; develop "Go/No-Go" recommendations based on contract terms, financial exposure versus reward matrix.

• Standardization: Create and manage commercial risk playbooks; ensure global alignment on how deal-specific risks are identified, documented, and mitigated.

• Audit Readiness: Ensure the organization remains audit-ready.

2. Commercial Analytics, Pricing & Sales Efficiency

●       SFDC-Driven Analytics: Leverage Salesforce (SFDC) as the core analytical platform to provide real-time visibility into pipeline health, ITO cycle times, and risk concentration across all global regions.

●       Commercial Force Efficiency: Analyze team performance data to identify bottlenecks in the sales funnel; implement process changes and enablement tools to increase "time-in-front-of-customer" and improve overall conversion speed.

●       Pricing Excellence: Use transactional data to conduct margin analysis, monitor discount leakage and provide recommendations on pricing strategies to maximize profitability.

●       Strategic Reporting: Translate raw CRM data into high-impact executive dashboards that track both the effectiveness of the commercial team and the risk profile of the global backlog.

Required Qualifications

• Core Competency: Demonstrated expertise in risk management, deal structuring, or complex contract compliance is mandatory.

●       Education: Bachelor’s degree in Business, Finance, Engineering, or a related field.

●       Experience: 10+ years in commercial operations, risk assessment within a large, complex industrial or B2B organization.

• Communication: Proven ability to influence senior stakeholders and lead cross-functional teams in high-pressure, time-sensitive environments.

• Global Mindset: Experience operating within a multinational organization with a strong understanding of global trade compliance and regional commercial nuances.

Additional Information