Commercial CoE Director - Gurugram India

The Commercial CoE Director leads a team of sales and marketing analysts and practitioners in support of a network of global commercial leaders. The Commercial COE supports digital marketing, sales and marketing campaign management, lead management and distribution, content curation and creation, and data analysis and reporting capabilities in line with the overall commercial strategy and priorities. This role serves as an integral member of the global Commercial leadership team supporting strategic initiatives, implementing best practices processes and establishing a collaborative environment within the Commercial COE.

• Develops collaborative and trusted relationships with commercial leaders across regions, industries and service lines.
• Leads a team of diverse sales and marketing resources in support of operational execution of strategic demand generation programs and initiatives.
• Leads development of a commercial content development capability including governance over AI tool development, gathering and curating best practice examples of commercial content, and building out support services for proposal development.
• Drives adoption of best practices and consistency = across core commercial processes.
• Participates actively in the annual planning process for marketing and sales initiatives including priorities and tactics.
• Partners with multi-disciplinary teams including industry, service, marketing and sales leaders to develop and execute the defined marketing and sales strategies and enablement plans.
• Analyzes various reports to assess business health including pipeline coverage, forecast and achievement vs. pipeline and booking goals.
• Based on data and market analysis identifies opportunities for proactive intervention with industry, account and solution teams to generate additional sales opportunities and/or architect new demand generation campaigns.
• Fosters a continuous improvement mindset within the COE team and works with commercial stakeholders to proactively identify and implement new ways of working.
• Operationally responsible for managing the day-to-day work of the COE team and accountable for the contribution of the COE team to the overall commercial performance.
• Measures and assesses the team s commercial impact using a consistent set of performance measures.

Influence And Decision-Making Authority

Heads up a smaller function or sub function within a business unit or geographical region reporting into a Partner. Focus is on the development and implementation of mid-term strategies (e.g., ~3 years) and operationalisation of long-term strategies (~5 years+).

Often negotiates and compromises with internal and external parties to accept concepts, practices and approaches of the job area. Frequently communicates with senior executives regarding impact of strategic decisions on the rest of the organisation, including (but not limited to) Region, Industry and Service Line leaders.

Responsible for improving upon processes or systems using significant conceptualising, reasoning and interpretation skills. Problems and issues faced are undefined and require detailed analysis and personal knowledge and investigation to understand the problem. Problems are difficult and complex.

Requires extensive and advanced management and leadership knowledge to lead teams through application of job knowledge.

Job Requirements & Capabilities

Qualifications:

Bachelor s Degree required

Job specific capabilities/skills:

• 10-15 years direct sales and marketing experience, ideally in a consulting or professional services environment.
• Demonstrated success in driving performance in campaign, lead and sales management activities, commercial planning, enablement and operations processes for complex consulting organizations.
• Strong understanding of consulting operations, client issues and ability to articulate value propositions internally and externally; experience of collaboration across service, industry and region team to address complex go to market efforts
• Accomplished people leader with proven ability to develop talent and mature capabilities
• Outcome-driven and results oriented
• In-depth knowledge of marketing and sales best practices
• Highly data-driven and able to leverage strong project-management and organizational skills to anticipate roadblocks and juggle competing priorities.
• An ability to operate at pace and with a high attention to detail
• Exceptional interpersonal communication skills, as well as a demonstrated ability to cultivate business relationships and play a connective role in a global organization
• Deep familiarity with marketing and sales processes and methodologies and marketing and sales applications
• High level of knowledge inamiliarity Salesforce and emerging commercial AI platforms preferred