Commercial Excellence and Enablement Manager

At Air Products, we reimagine what’s possible. By tapping into the motivation of our people and our collective experience, we create the ideas and innovations that drive us forward. When we come together – where every voice is heard and everyone knows they belong and matter – we create solutions that launch people into space, support lifesaving care in hospitals, and enable the construction of groundbreaking, world scale production facilities.

As the Commercial Excellence & Enablement Manager, you will help shape how the IG North America commercial organization grows, sells, and performs at its best. You will work across the region to identify growth opportunities, strengthen sales effectiveness, simplify commercial execution, and build the capabilities, insights, processes, and tools that enable teams to win.

Partnering closely with business and sales leaders, Central Commercial Enablement (CCE), and corporate functions, you will translate growth priorities and commercial insights into practical field action, helping enable the commercial organization to determine where to focus and what capabilities are needed to succeed. You will lead and develop a team of two specialists, setting priorities and deploying their capabilities against the organization’s highest-value needs. Together, you will support key commercial transformation initiatives across digital platforms, analytics, commercial processes, incentive plan administration, and capability development so sales and business teams can execute consistently and collaboratively. Sales and business leaders own the business and customer relationships; this role helps make that execution more focused and scalable.

You bring broad business and commercial knowledge, strategic thinking, and a track record of strong execution. You are comfortable challenging the status quo, presenting recommendations to senior leaders, working side by side with commercial teams to understand practical needs, and leading detailed cross-functional implementation. You take initiative, build influence, and navigate a complex matrix organization with agility.

• Partner with business and central commercial enablement function leadership to identify and prioritize opportunities to accelerate growth, improve sales effectiveness, and simplify commercial execution.
• Provide strategic recommendations regarding commercial processes, organizational practices, tools, capabilities, reporting, and ways of working
• Translate commercial decisions into implementation plans, clear processes or operating practices with clear ownership and mechanisms to sustain change.
• Measure the impact of commercial capability programs using indicators such as pipeline creation, prospecting activity, opportunity conversion, and adoption of targeted sales behaviors
• Lead cross-functional commercial initiatives from strategy and definition through implementation, adoption, measurement, and continuous improvement.

• Lead commercial analysis and develop actionable insights that inform leadership decision-making on commercial strategy, organizational structure, performance, and operating processes
• Build and evolve commercial metrics and analytical frameworks that provide visibility and insight into performance trends, market opportunities, and areas requiring commercial engagement and action.
• Administer the Sales Incentive Plan in partnership with commercial leadership and HR, ensuring the plan, processes, analytics, impact assessment, and governance reinforce business priorities and desired sales behaviors, benchmarking plans externally to ensure it is an effective and balanced compensation plan.

• Provide business ownership and governance for key commercial tools, including customer relationship management and contract lifecycle management platforms, Qlik, SAP, and other business forms, tools, and enterprise systems and emerging AI and automation capabilities, ensuring their integration and documentation into commercial workflows
• Partner with Sales, Supply Chain Tools, Digital/IT, Legal, Business Management, Marketing, and other functions to establish business priorities, define requirements, and implement solutions.
• Find opportunities to apply automation and AI to simplify work, improve the seller experience, and increase commercial effectiveness
• Ensure changes to commercial processes and systems are effectively designed, implemented, communicated, adopted, and sustained.
• Maintain a strong connection with field Sales teams to ensure processes and tools are practical, relevant, adopted, sustained, and support effective commercial execution
• Own the Americas Salesforce business roadmap, priorities, and adoption, ensuring investments address commercial needs, improve the seller experience, and deliver measurable business value from design through testing and adoption
• Partner with subject matter experts, technical teams, commercial leaders, and power users to define requirements, prioritize improvements, drive implementation and adoption, and balance regional needs with global standards.
• Drive Americas Salesforce adoption, change management, and process discipline, partnering with commercial leaders, training resources, and power users to set adoption goals, monitor usage and feedback, and deliver training, communications, and ongoing support

• Provide strategic oversight of commercial learning and development programs, ensuring training priorities align with business strategy, and commercial capability needs
• Oversee the development and delivery of commercial training, onboarding, and supporting resources with a focus on change management best practices
• Integrate capability building with market growth opportunities, new application offerings, and commercial process and technology changes so sales teams can confidently apply them in front of prospects and customers
• Design and facilitate hands-on experiential learning using real customers, territories, and business challenges, including workshops, exercises, role plays, and coaching.
• Support organization initiatives impacting the commercial user experience with a focus on influencing stakeholders without relying on direct authority and building alignment among groups with different objectives and priorities.

• Leaders see you as a trusted, collaborative partner who identifies priorities, drives solutions, and turns decisions into sustained impact
• Sales teams have clear, effective, and integrated processes, tools, analytics, and training that supports how they sell
• Commercial tools and systems work together as one connected user experience
• Leaders receive actionable commercial insights that enable better, faster decisions
• Commercial training aligns with business priorities and builds the capabilities the organization needs
• Strategic commercial changes move beyond launch and become sustained ways of working
• Commercial insights translate into focused sales action, stronger pipeline development, and measurable growth in priority markets, segments, and applications

Required

• Bachelor's degree required
• 7+ years of progressive experience in sales, commercial operations, sales enablement, business management, strategy, product ownership, or another commercial-facing function
• Demonstrated understanding of field sales execution, including prospecting, territory and account prioritization, opportunity management, pipeline development, coaching, and customer engagement; technical or business to business manufacturing industries preferred
• Strong business and analytical acumen, with the ability to turn information into insights and strategy into execution
• Demonstrated organizational agility with an ability to drive results through influence, establish accountability, and move cross-functional teams from alignment to action, including when direct reporting relationships do not exist.
• Experience leading complex, cross-functional initiatives in a matrix organization
• Strong communication, collaboration, and influencing skills

• Hybrid work schedule
• Domestic travel 20%

At Air Products we foster a culture of inclusion where every voice is heard, and everyone feels they belong and matter. Additionally, we offer competitive pay and great benefits for our employees. Check out some of our benefits below!

• Affordable medical, dental and vision insurance available day 1 of employment
• 401(k) retirement savings plan with immediate vesting of company match and core contributions  
• Paid vacation, holidays, and sick time  
• Paid parental leave
• Adoption assistance  
• Flexible spending accounts (medical, dependent daycare) 
• Health Savings Account
• Life insurance (AD&D), supplemental AD&D 
• EAP (Employee Assistance Program) 
  
  
  

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Founded in 1940, Air Products is a world-leading industrial gases company and has a proud history of innovation, operational excellence, with an unwavering commitment to safety and environmental stewardship. Working together, we are taking our passion and diverse backgrounds forward to reimagine what’s possible and generate a cleaner future for our customers, our communities, and the world.
  
We are an Equal Opportunity Employer (U.S.).  You will receive consideration for employment without regard to race, color, religion, national origin, age, citizenship, gender, marital status, pregnancy, sexual orientation, gender identity and expression, disability, or veteran status.  

Air Products is committed to working with and providing a reasonable accommodation to individuals with disabilities. If you have a disability and you believe you need a reasonable accommodation to search for a job opening or to submit an online application, please e-mail us at talent@airproducts.com. General application status inquiries are not answered by this mailbox rather you’ll receive an e-mail directly from our Career Center and/or the Talent Acquisition Specialist.