Responsible to develop processes and execute on initiatives that improve the effectiveness of Greif’s selling organization.
This includes managing the CRM platform (adoption, training, enhancements) and partnering with commercial and marketing functions to provide tools to accelerate the impact of our commercial team.
Own end-to-end performance and strategic evolution of Greif’s CRM platform to drive commercial excellence.
Increase CRM adoption, data integrity, and pipeline visibility to enable disciplined opportunity management.
Lead CRM expansion into new product segments and geographies to support growth initiatives.
Partner with IT to continuously enhance CRM functionality aligned with sales strategy, pricing discipline, and customer segmentation priorities.
Ensure accurate account ownership, customer setup governance, and reporting integrity.
Define, track, and continuously improve core commercial KPIs aligned to Good to Great objectives.
Maintain & report on management dashboards and insights to inform commercial leadership decision-making.
Identify performance gaps and lead action planning to improve results across regions and segments.
Lead cross-functional initiatives to streamline and standardize sales processes across regions.
Implement scalable best practices in opportunity management, account planning, and value-based selling.
Facilitate the enterprise Account Planning process to strengthen strategic customer penetration and retention.
Build capabilities in: Value-based selling, Strategic account management, Product knowledge & solution positioning.
Ensure field readiness for new product launches and innovations (training, value messaging, competitive positioning, sell sheets).
Monitor and analyze funnel health by stage, region, product, and customer segment.
Identify risks and opportunities to improve pipeline velocity and forecast reliability.
Provide regular commercial performance insights to executive and regional leadership.
Partner with Marketing and regional commercial leaders to design and operationalize a structured New Logo acquisition strategy aligned to priority industries, segments, and geographies.
Establish and govern standardized lead management processes (capture, qualification, routing, response time SLAs, follow-up cadence).

Requirements

Bachelor’s degree in Business or related field
MBA is a plus
5+ years’ experience in sales enablement, revenue-facing roles, sales training, or sales support
demonstrated knowledge of best practices, methodologies, and technologies in each of these areas
experience in executing change management initiatives with established approaches
Strong understanding of the buyers’ journey
Experience with ERP, PowerBI, & CRM systems
Excellent written and oral communication skills.
Able to drive change & influence decisions often through collaboration in cross-functional teams
Excellent communication skills, particularly in English (speaking and writing)

Benefits

medical
dental
paid time off
other competitive benefits which are available for eligible colleagues effective day one

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales enablementrevenue generationsales trainingchange managementaccount planningopportunity managementpipeline managementdata integrityKPI trackingvalue-based selling

Soft Skills

communicationcollaborationinfluenceleadershipstrategic thinkingproblem-solvingcross-functional teamworkanalytical skillstraining facilitationcustomer relationship management

Certifications

Bachelor's degreeMBA