Vice President Commercial Excellence (3152)

Company Overview 

IRONCLAD powered by Mersino, is a national provider of liquid storage, dewatering, and environmental rental solutions serving the energy, industrial, petrochemical, and construction markets. Formed through the merger of Ironclad Environmental and Mersino Dewatering, the combined company operates a multi-branch network across Texas, Louisiana, California, the Upper Midwest, and other key industrial regions, delivering rental fleet, engineered water management, and liquid containment solutions to customers who depend on uptime, safety, and technical expertise. 

Position Summary 

The VP of Commercial Excellence owns the systems, processes, and analytical infrastructure that drive disciplined, data-informed commercial performance across the sales organization. This role is responsible for commercial KPI reporting, pricing strategy and governance, sales compensation design, and revenue operations — partnering closely with Sales, Finance, IT/Data, and Branch Operations so the field organization has accurate data, clear targets, and repeatable processes to win and retain profitable business. 

This is a build-and-run role: establishing frameworks that don't yet exist in a fully mature form (e.g., unified KPI reporting across NetSuite, Sigma, and other systems following the Ironclad/Mersino merger) and then operating and continuously improving them. 

Key Responsibilities 

Commercial Reporting & Analytics (25%) 

• Own and continuously evolve the weekly/monthly commercial KPI reporting framework — account health (new, active, dormant, declining), fleet on rent, opportunity pipeline, project billing, pricing health, and forecast vs. budget. 

• Partner with IT/Data teams to expand and maintain data connectivity across NetSuite, Sigma, Odoo, and other operational systems; resolve data access and integration gaps. 

• Serve as the single source of truth for commercial performance reporting to the executive team, regional leadership, and branch managers. 

Pricing Strategy & Governance (25%) 

• Own pricing strategy, including floor/target rate structures and tiered approval workflows across deal types (standard, volume, rate-cut/low-margin, and emergency/911 pricing). 

• Monitor pricing health (invoiced rate vs. floor and contract) by rep, branch, and region; identify and correct rate erosion. 

• Development and structure Inside Sales team and functionality 

• Develop KPI’s and SPO for Estimating and Engineering team while ensuring timely execution of bids and requests. 

• Own annual rate strategy and target-setting (e.g., company-wide average rate increase goals) in partnership with Finance. 

Sales Compensation & Incentive Design (15%) 

• Design, administer, and clearly communicate sales commission plans, including special provisions such as paid-when-paid terms, profit-based commissions on large/mega-projects, and multi-rep credit-splitting rules. 

• Partner with Finance and HR to ensure commission plans are compliant, competitive, and aligned to strategic priorities; manage the plan change process end-to-end. 

Sales Enablement & Coaching Frameworks (15%) 

• Build and maintain a tiered KPI coaching framework — weekly leading-indicator KPIs (e.g., new accounts, quotes, reservations, contract starts, pricing) and monthly outcome KPIs (e.g., active accounts, fleet on rent, budget attainment) — for use by regional and branch sales leaders. 

• Design coaching cadences, training curricula, and sales playbooks that improve rep productivity and pipeline discipline. 

Revenue Operations (20%) 

• Own the forecast-to-budget process and monthly/quarterly business reviews. 

• Support account segmentation and customer health monitoring to drive retention, win-back, and growth strategies. 

• Lead cross-functional projects related to systems integration, process standardization, and commercial data governance as the organization continues post-merger integration. 

Qualifications 

• Bachelor's degree in business, Finance, Analytics, or a related field; MBA preferred. 

• 10 years of progressive experience in sales operations, commercial strategy, pricing, or revenue operations, ideally within industrial services, equipment rental, energy services, or related B2B sectors. 

• Demonstrated experience building or leading KPI reporting systems, pricing governance programs, and sales compensation plans. 

• Strong proficiency with BI/analytics tools (e.g., Sigma, Power BI) and ERP/CRM systems (e.g., NetSuite, Odoo). 

• Advanced Excel skills; SQL proficiency is a strong plus. 

• Experience operating within a multi-branch, multi-region field sales organization. 

• Prior experience supporting commercial integration through a merger or acquisition is a plus. 

• Excellent communication skills, with the ability to translate complex data into clear executive narratives. 

Success Metrics

Performance in this role will be measured against:

• Accuracy, timeliness, and leadership adoption of the weekly commercial KPI Report
• Estimating and Engineering KPI's and Success
• Improvement in pricing vs. contract gap / reduction in rate erosion
• Forecast accuracy vs. budget
• Development and execution of Inside Sales Team

Tools & Systems

• NetSuite, Sigma, Odoo, Microsoft Excel/Power BI, and other systems supporting commercial reporting and pricing analytics.