[Hiring] Senior Director, Commercial Operations and Pricing @Transcat

Role Description

The Senior Director, Commercial Operations and Pricing is responsible for building and leading Transcat’s commercial operating model across the Sales team to drive profitable growth, share gain, and competitive differentiation. This role owns sales coverage design, sales capability development and training, compensation alignment, commercial analytics, and pricing across the organization.

• Align sales coverage models, account segmentation, and tiering to ensure resources are focused on the highest-value opportunities within each territory.
• Define and roll out standardized sales processes and methodology, integrated with the CRM.
• Build an ongoing training curriculum to develop critical selling capabilities across the sales organization.
• Partner with Finance, HR, and Sales leadership to align sales compensation to desired behaviors.
• Leverage connectivity and analytics in partnership with the IT team to improve speed, focus, and predictability.
• Develop and execute enterprise pricing strategy to maximize profitability and competitiveness.

Responsibilities

• Align sales coverage models and territory design to drive profitable growth, share gain, and competitive differentiation.
• Continue to expand and refine account segmentation and tiering methodology within territories to optimize resource allocation and prioritization.
• Build sales capabilities across the critical steps of the selling process to improve win rates, productivity, and consistency.
• Define, document, and roll out standardized sales processes and methodology, integrated with the CRM.
• Develop and implement an ongoing training curriculum and schedule to build and sustain key sales capabilities across the organization.
• Design and align sales compensation plans and incentive structures to reward desired selling behaviors and reinforce strategic priorities.
• Partner with Finance, HR, and Sales leadership on the design, administration, and governance of incentive compensation programs.
• Leverage connectivity and analytics tools to improve the speed, focus, and predictability of commercial decision-making.
• Implement enhanced AI-enabled tools within the CRM to reduce manual effort, eliminate waste, and improve sales efficiency.
• Develop dashboards and reporting that provide sales and executive leadership with clear visibility into pipeline, forecast, and performance trends.
• Establish stronger pricing process discipline, governance, and approval authority across the organization.
• Redefine deal review lines, thresholds, and methodologies to protect margin while enabling speed to quote.
• Serve as an escalation point and approval authority for non-standard pricing and deal structuring.
• Partner with executive leadership to translate commercial strategy into operational execution.
• Monitor market, competitive, and performance data to identify opportunities for continuous improvement.
• Model Company values and drive alignment across teams.
• Perform other duties as assigned.

Measurements of Success

• Improvement in win rates, share gain, and profitable growth across covered accounts and territories.
• Adoption and consistency of standardized sales process and methodology within the CRM.
• Effectiveness of training programs in building and sustaining key sales capabilities.
• Alignment of compensation plans to desired selling behaviors and measurable impact on sales performance.
• Efficiency gains and reduction in manual effort resulting from connectivity, analytics, and AI-enabled tools.
• Improved pricing discipline, margin protection, and deal cycle speed.
• Quality, accuracy, and timeliness of reporting and insights delivered to sales and executive leadership.

Qualifications

• Strong knowledge of sales operations, commercial operations, and pricing strategy in a B2B environment.
• Proven experience designing and implementing account segmentation and territory coverage models.
• Experience defining and rolling out sales process methodology and driving CRM adoption.
• Experience designing and administering sales incentive compensation plans.
• Familiarity with AI-enabled sales tools, connectivity platforms, and commercial analytics.
• Strong analytical and financial acumen, including pricing, margin, and deal analysis.
• Excellent communication and presentation skills, with the ability to influence senior stakeholders.
• Demonstrated ability to lead cross-functional initiatives without direct authority.
• Strong project management and organizational skills, with the ability to manage multiple priorities.
• High level of business acumen and strategic thinking.

Education and Experience

• Bachelor’s degree in Business Administration, Finance, Marketing, or related field; MBA preferred.
• 15+ years of relevant experience in sales operations, commercial operations, pricing, or related commercial roles, including leadership experience.
• Demonstrated experience with Salesforce (SFDC) or comparable CRM platforms.
• Experience designing and administering sales compensation plans preferred.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made for qualified individuals with disabilities if necessary to perform the essential functions of this position.

Work Environment

The work environment characteristics described below are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Equal Opportunity and Non-Discrimination

Transcat is an equal-opportunity employer and prohibits discrimination based on any protected status. As required by United States law, all qualified applicants will receive consideration for employment without regard to age, color, disability, genetic predisposition or carrier status, national origin, race, religion, sex (including pregnancy, sexual orientation, and gender identity), status as a protected veteran, or as a member of any other protected group or activity under federal, state, and local law.

Contingencies

All offers of employment are contingent upon successfully completing all pre-employment requirements, which include verification of identity and employment eligibility, and when applicable, a motor vehicle driving record report.