Build and improve the commercial operating system for the sales organization. Responsibilities include designing sales methodology and funnel governance, improving installed-base and MRO opportunity capture, establishing performance KPIs and operating cadences, strengthening channel effectiveness, reducing process friction, developing sales tools and playbooks, and leading cross-functional sales effectiveness initiatives. The role uses analytics, Salesforce, AI, and automation to improve win rates, seller productivity, forecast reliability, and commercial accountability.
The Sales Excellence Leader will help build and continuously improve the commercial operating system for the Head of Sales, enabling the sales organization to create stronger funnel, win more effectively, maximize installed-base/MRO value and execute with greater discipline. This is a sales effectiveness and transformation role, not a transactional Sales Operations role.
Primary Accountabilities
Sales Methodology & Funnel Excellence
- 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
Installed Base & MRO Excellence
- 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
Commercial Performance & Accountability
- 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
Channel Excellence
- 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
Sales Productivity & Continuous Improvement
- 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
Success Measures
- Qualified funnel creation, quality and conversion
- Win-rate and sales-cycle improvement
- MRO / installed-base share-of-wallet capture
- Channel-created opportunities and partner productivity
- Seller productivity and adoption of common sales methodology
- Action closure, forecast reliability and management visibility
Candidate Profile
- 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
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About UsRalliant Corporation Overview
Ralliant, originally part of Fortive, now stands as a bold, independent public company driving innovation at the forefront of precision technology. With a global footprint and a legacy of excellence, we empower engineers to bring next-generation breakthroughs to life — faster, smarter, and more reliably. Our high-performance instruments, sensors, and subsystems fuel mission-critical advancements across industries, enabling real-world impact where it matters most. At Ralliant we’re building the future, together with those driven to push boundaries, solve complex problems, and leave a lasting mark on the world.
About the Team About Anderson-Negele
Anderson-Negele is an instrumentation company whose mission is to provide the best hygienic instrumentation solutions for processors of food, beverage and life sciences products. We have manufacturing facilities in the US and Germany and sales & service offices in the U.S., Europe, China, India, and Brazil.
We Are an Equal Opportunity Employer
Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].
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