The Sterling Group
Vice President, Commercial Excellence
The Sterling Group, Houston, Texas, United States, 77246
Vice President, Commercial
THE FIRMThe Sterling Group is an operationally focused, middle-market firm focused on the industrial sector. Founded in 1982, Sterling is one of the longest standing private equity firms in North America. Today, the firm has $6 billion in assets under management. Sterling’s returns consistently rank in the top quartile of private equity firms globally. Further, 80% of its returns have been driven by organic EBITDA growth as opposed to financial engineering, a result of Sterling’s operational investing style. Sterling’s investor base is comprised of some of the largest and most respected global institutional investors.
MISSION STATEMENTThe mission of the Vice President, Commercial Excellence (“VPCE”) is to drive value creation through the commercial function within the firm and across the portfolio. The VPCE will serve as a trusted advisor, technical expert, and execution facilitator to our deal teams and portfolio company executives – focusing on commercial excellence and organic growth projects that include pricing, salesforce effectiveness, and marketing.
The Role Will Be Focused On Two Main AreasPlatform diligence and value creation
(~80% of time) – The VPCE will work with the Commercial Operating Partner to support portfolio company executive teams and deal teams in advancing the commercial effectiveness of those platforms. The VPCE will help deal teams identify commercial opportunities during diligence and will ultimately work to execute on a prioritized subset of those opportunities (and others identified post-close) as part of the Sterling Value Creation Process. The scope of work will include assessing, initiating, and helping plan, monitor, and execute commercial initiatives across the Sterling portfolio.Sterling value creation
(~20% of time) – The VPCE will work with the Commercial Operating Partner, across the firm and through committees (primarily the Operations Improvement Committee) to be a thought leader and contributor who can further develop the Firm’s commercial operating capabilities.
Areas Of Expertise And ImpactThe VPCE will be responsible for supporting the portfolio companies in
identifying and executing 5 to 8 major commercial initiatives with varying degrees of complexity at any given time . The areas of expertise and impact for the VPCE will span the full range of commercial activities, including:Commercial StrategyGo-to-Market (channel, organizational design, coverage model)Commercial Operations (KPI, systems, tools, reports, organization, large quote process)Pricing (strategy, control design, tools, and execution)Sales Organization DesignSales & Marketing Process Design & MethodsNew Product Development and CommercializationCustomer Service ExcellenceMarketing (strategy, brand, product, lead generation)Digitalization & AI
Engagement Model, Influence, And ImpactBias to be in the field with management teams to build relationships, monitor progress, and advise as neededAbility to influence the executive teams to drive outcomesMentor investment professionals and high-potential executivesAchieve planned revenue, margin, and related commercial objectives.
Professional CharacteristicsAt least three years of experience working on commercial engagements with a consulting firm that serves the industrial segment and three to five years working as an operator in revenue/sales operations (e.g., sales, marketing, pricing) function - having held supervisory roles in organizations with over $500M in revenueExperience with and/or comfort with dotted-line reporting structures / primarily influencing rolesExtensive experience overseeing/utilizing third partiesExperience working in a “performance based” and fast-paced environmentProven record of developing/improving sales and marketing infrastructure and processes
CompetenciesCompetent in building analytical models and tools in MS Excel, Power BI, Tableau, and other analytical toolsPossesses a mind-set for continuous improvementActive, execution-focused ‘change-agent’Familiar with basic project management practices and tools (e.g., MS Project, Asana, Instagantt)Working knowledge of and experience implementing CRM systems (e.g., SFDC, Hubspot, MS Dynamics, etc.)Persuades, collaborates, and builds networksStrategic, partnership-focused mindset.
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THE FIRMThe Sterling Group is an operationally focused, middle-market firm focused on the industrial sector. Founded in 1982, Sterling is one of the longest standing private equity firms in North America. Today, the firm has $6 billion in assets under management. Sterling’s returns consistently rank in the top quartile of private equity firms globally. Further, 80% of its returns have been driven by organic EBITDA growth as opposed to financial engineering, a result of Sterling’s operational investing style. Sterling’s investor base is comprised of some of the largest and most respected global institutional investors.
MISSION STATEMENTThe mission of the Vice President, Commercial Excellence (“VPCE”) is to drive value creation through the commercial function within the firm and across the portfolio. The VPCE will serve as a trusted advisor, technical expert, and execution facilitator to our deal teams and portfolio company executives – focusing on commercial excellence and organic growth projects that include pricing, salesforce effectiveness, and marketing.
The Role Will Be Focused On Two Main AreasPlatform diligence and value creation
(~80% of time) – The VPCE will work with the Commercial Operating Partner to support portfolio company executive teams and deal teams in advancing the commercial effectiveness of those platforms. The VPCE will help deal teams identify commercial opportunities during diligence and will ultimately work to execute on a prioritized subset of those opportunities (and others identified post-close) as part of the Sterling Value Creation Process. The scope of work will include assessing, initiating, and helping plan, monitor, and execute commercial initiatives across the Sterling portfolio.Sterling value creation
(~20% of time) – The VPCE will work with the Commercial Operating Partner, across the firm and through committees (primarily the Operations Improvement Committee) to be a thought leader and contributor who can further develop the Firm’s commercial operating capabilities.
Areas Of Expertise And ImpactThe VPCE will be responsible for supporting the portfolio companies in
identifying and executing 5 to 8 major commercial initiatives with varying degrees of complexity at any given time . The areas of expertise and impact for the VPCE will span the full range of commercial activities, including:Commercial StrategyGo-to-Market (channel, organizational design, coverage model)Commercial Operations (KPI, systems, tools, reports, organization, large quote process)Pricing (strategy, control design, tools, and execution)Sales Organization DesignSales & Marketing Process Design & MethodsNew Product Development and CommercializationCustomer Service ExcellenceMarketing (strategy, brand, product, lead generation)Digitalization & AI
Engagement Model, Influence, And ImpactBias to be in the field with management teams to build relationships, monitor progress, and advise as neededAbility to influence the executive teams to drive outcomesMentor investment professionals and high-potential executivesAchieve planned revenue, margin, and related commercial objectives.
Professional CharacteristicsAt least three years of experience working on commercial engagements with a consulting firm that serves the industrial segment and three to five years working as an operator in revenue/sales operations (e.g., sales, marketing, pricing) function - having held supervisory roles in organizations with over $500M in revenueExperience with and/or comfort with dotted-line reporting structures / primarily influencing rolesExtensive experience overseeing/utilizing third partiesExperience working in a “performance based” and fast-paced environmentProven record of developing/improving sales and marketing infrastructure and processes
CompetenciesCompetent in building analytical models and tools in MS Excel, Power BI, Tableau, and other analytical toolsPossesses a mind-set for continuous improvementActive, execution-focused ‘change-agent’Familiar with basic project management practices and tools (e.g., MS Project, Asana, Instagantt)Working knowledge of and experience implementing CRM systems (e.g., SFDC, Hubspot, MS Dynamics, etc.)Persuades, collaborates, and builds networksStrategic, partnership-focused mindset.
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