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Commercial Excellence Principal

  • GE Oil & Gas
  • Experienced
  • Posted 5/8/2017 3:14:58 PM
  • 2916197
  • Job Function: Sales
  • Business Segment: Oil & Gas Digital
Location(s): United States, Canada; Colorado; Aurora, Vancouver

About Us:
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

Role Summary:
Drive all aspects of the Commercial Excellence framework. Work closely with Sales Representatives, Sales Managers, and Commercial Leadership to optimize commercial processes, analytics and systems to increase sales productivity and growth. Provide strategic viewpoints and actions to leadership, in partnership with marketing, finance, and other functional teams to drive change and growth in the assigned region. Responsible for managing a team.

Essential Responsibilities:
In this role, you will: You will work with GE Oil & Gas Digital managers and executives to create and monitor key business metrics and provide valuable business insights that will roll up to CEO-level and be used to make important business decisions. The successful candidate must be capable of working with a range of functional departments to help set up and monitor business goals.
  • Advising sales, HR, and senior leadership on sales compensation plan best practices
  • Serving as a key contributor in the design, development and implementation of the annual sales compensation plan
  • Develop and communicate policy and process for dealing with compensation exceptions especially related to:
  • Account transitions
  • TBH coverage of Accounts and opportunities
  • Compensation Splits
  • Other ad hoc exception requests
  • Identify and implement tools to track approvals and exceptions utilizing what is currently available in Oil & Gas or identifying tools and creating this process
  • Managing the monthly/quarterly/annual commission process for the OGD sales team -- understanding and applying the commission plan consistently, ensuring commission calculations comply with the plan, and managing exception requests versus policy.
  • Resolving case inquiries through frequent communication with sales management and sales reps as process corrections and adjustments arise
  • Identify trends in sales compensation plan execution, suggesting improvements based upon fact based
  • Interfacing with Business Operations to ensure transactional sales data is complete/accurate prior to commission processing
  • Generating standard and ad hoc reporting and analysis on sales commission payments and plan effectiveness
  • Developing and delivering training materials on compensation policies, processes and systems to sales teams
  • Work with Region Sales VPs, Chief Sales Officer and VP Sales Operations to optimize and implement quantitative and statistical methods reporting for:
  • Account prioritization & classification
  • Territory and Account Assignments to include understanding market and industry impact
  • Quota assignments to Regions and Reps
  • Won/Loss Analytics
  • Work closely with marketing and inside sales to measure and improve Key Performance Indicators (KPIs)Identify and communicate skill gaps in the sales teams to the enablement leader.
  • Partner with the SFDC business analyst and Commercial Excellence IT–
  • Assess need and complete use cases for use by the Commercial Platforms Leader (items include process enhancements, new fields, new screens, new functionality, and new reports).
  • Develop business case for analytical tools and sales enablement tools and technologies. Work with Commercial Excellence IT to implement tools and Sales Enablement for roll out
  • Define and develop BI reports / dashboards for the most relevant and important key performance indicators (KPIs) at the Global Level.


    Basic Qualifications:

  • BS/BA degree in Business, Marketing, Computer Science, Engineering or other technical field.
  • 5+ years’ experience in marketing, business/sales operations/analytics, or other strategic commercial role.
  • GE Leadership Program Graduates will get credit towards relevant work experience, commensurate to the program they have completed

    Eligibility Requirements:

  • Legal authorization to work in the U.S. is required. We will not sponsor individuals for employment visas, now or in the future, for this job.
  • Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen

    Desired Characteristics:
  • Masters’ degree, MBA or other advanced degree strongly preferred.
  • Strong interpersonal skills including creativity and curiosity with ability to effectively communicate and influence solution direction across all levels of the organizational matrix.
  • Past experience working with DOMO, SFDC and other GE systems that will be integrated into DOMO • Working knowledge of SQL
  • Experience as a business user/analyst working with large scale data and business intelligence software (Domo, Tableau, Spotfire, MicroStrategy, or other)
  • Experience recognizing business problems and developing solutions
  • Excellent communication skills (written and oral) - ability to communicate with a variety of functions and C-level executives
  • Highly driven individual with an execution focus and a strong sense of urgency in a rapidly changing environment
  • Ability to both execute directly and prioritize the work of a cross-functional team.

    Technical Expertise:

  • Proficient with Microsoft Office software.
  • Experience working with
  • Experience with Business Intelligence or Data Visualization tools (SAS, DOMO, Wave Analytics)

    Business Acumen:

  • Background in influencing cross-functional teams toward execution of a strategic initiative. Experience working with a field sales force.


  • 3+ years’ experience leading small teams in a rapidly evolving organization (Preferred).

    Personal Attributes:

  • Exhibited capability to break down complex issues with the goal of mitigating/eliminating barriers.
  • Independent, self-directed, with a strong attention to detail.
  • Strong intellectual curiosity—a desire to identify the “why” in a situation.


    Locations: United States, Canada; Colorado; Aurora, Vancouver

    GE offers a great work environment, professional development, challenging careers, and competitive compensation.  GE is an Equal Opportunity Employer.  Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

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