Commercial Excellence Lead

Castle Metals

parental leave, paid time off, tuition reimbursement, 401(k)

United States, Illinois, Oak Brook

1420 Kensington Road (Show on map)

Apr 08, 2025

Description

A. M. Castle & Co. has over 130 years of experience as a leader in the metals service center industry. We provide exceptional benefits, including but not limited to: medical, dental, vision, 401K match, paid time off, paid parental leave, employee recognition, disability benefits, and tuition reimbursement.

PURPOSE:

The Commercial Excellence Lead will establish sales processes and strategies, KPIs, and tools to drive commercial excellence, leveraging analytics to manage performance. Reporting directly to the COO of A. M. Castle & Company, this role will play a pivotal role in transforming how we sell, operate, and lead at Castle Metals. This individual will be the engine behind our Sales Management Process-building and executing sales processes, KPIs, and tools that unlock performance.

The role will empower our commercial teams to win more consistently, grow accounts, and stay focused on the key sales metrics. Through analytics, leadership, and process discipline, this role will help build high-performing teams and drive sales results through a combination of coaching, training and process improvement.

This role will have high level of exposure to executive leadership at the company and will be a partner with our Inside Sales teams, Regional Sales Managers, and Strategic Accounts Groups to drive commercial outcomes

ESSENTIAL DUTIES & RESPONSIBILITIES (performs other duties as assigned):

Sales Process Optimization & KPI Management: Develop, implement, and standardize sales management processes across Regional Sales Managers, Strategic Accounts Group, and Inside Sales Representatives, and track key sales KPIs drive continuous process improvements
Impact Center Leadership & Governance: Act as the Process Owner in Impact Centers, ensuring meetings drive accountability and results. Assign responsibility for action items and ensure action
Data Analytics & Reporting; Develop actionable reporting dashboards for sales performance, pipeline health, and win/loss analysis. Drive data-driven interventions to improve sales execution.
CRM & Sales Tools Optimization: Enhance the usage of digital sales tools, ensuring adoption across teams, and identify opportunities for automation and system improvements to streamline sales activities. (Salesforce)
Cross-sell Identification & Support: Identify and support cross-sell opportunities in vertical meetings by aligning offerings with customer needs. Drive collaboration across business units to enhance revenue and client relationships. Success is measured by opportunities identified, conversion rates, and stakeholder engagement.

REQUIRED QUALIFICATIONS:

Facilitation & Leadership - Ability to lead"Impact Centers" - team-wide meetings that bolster pipeline growth and conversion, ensuring engagement and driving accountability. Ability to lead executives through influence.
Process Optimization Expertise - Strong experience in designing and executing sales management processes.
Data Analytics & KPI Management - Proficiency in using CRM, sales analytics, and reporting tools to drive performance.
Strong Communication Skills - Ability to align stakeholders, drive accountability, and lead high-impact initiatives.
Strategic Thinker - Connect the dots for sales leaders and challenge them to think differently.
Dedicated Learner - Willing and able to learn quickly the different markets and products that we serve, stay informed on industry news across verticals and deliver market insights

Preferred Qualifications:

Demonstrated experience leading commercial or sales performance processes (e.g., sales meetings, QBRs, forecast reviews, pipeline discussions).
Exceptional project management and organizational skills-can manage multiple priorities with precision and follow-through.
Familiarity with commercial organizations in metals, distribution, or supply chain-driven industriesto quickly synthesize information, and help develop the right commercial process & strategies

PHYSICAL REQUIREMENTS & WORKING CONDITIONS:

General office environment (keyboard, mouse, telephone use)
Manual dexterity (grasp, hand/wrist movement)

We are an Equal Opportunity Employer

Please view Equal Employment Opportunity Posters provided by OFCCP

Company Overview: Founded in 1890, A. M. Castle & Co. is a global distributor of specialty metal and plastic products and supply chain services, principally serving the producer durable equipment, oil and gas, commercial aircraft, heavy equipment, industrial goods, construction equipment, retail, marine and automotive sectors of the global economy. Its customer base includes many Fortune 500 companies as well as thousands of medium and smaller-sized firms spread across a variety of industries. Within its metals business, it specializes in the distribution of alloy and stainless steels; nickel alloys; aluminum and carbon. Together, Castle operates service centers located throughout North America, Europe and Asia.