Principal (10+ yrs)
Full-time
India
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About the role
The manager will lead the global Opportunity to Cash organization, implementing the operating model and maturity roadmap to ensure scalable, value-generating capabilities. They are responsible for defining service portfolios, governing processes, and driving transformation initiatives while managing stakeholder expectations and performance metrics.
What they look for
Opportunity to cash
Order management
Sales operations
Commercial operations
Strategic planning
Change management
Governance
Process optimization
Data-backed decision making
Performance metrics
Leadership
Stakeholder management
Workforce planning
Automation
Business transformation
Shared services
Requirements
Candidates must have a 4-year university degree and 12-15 years of progressive experience in sales or commercial operations, including at least 7 years in leadership roles. Proven success in scaling organizations and influencing senior stakeholders within complex matrix environments is required.
Full description
- Implement the operating model and maturity roadmap for the global Opportunity to Cash organization, taking the organization from start-up phase to a stable, scalable, and value-generating global capability.
- Serve as the leader of the Opportunity to Cash organization and strategic partner to Business Unit, Sales, Operations, and Finance leadership, ensuring priorities, service levels, and outcomes are aligned to enterprise objectives.
Responsibilities
- Define and govern the service portfolio across quotation, order management, sales data management, reporting, and future capabilities as the organization scales.
- Lead transformation and optimization initiatives that improve commercial process efficiency, data quality, customer responsiveness, and decision-making across participating Business Units.
- Establish enterprise-level governance forums, escalation paths, cadence, decision rights, and performance routines for capabilities and stakeholder engagement.
- Set and manage performance metrics, KPIs, service-level expectations, quality standards, and executive reporting to measure operational effectiveness and business value.
- Build, develop, and retain a high-performing leadership team; coach managers and individual contributors in analytics, commercial acumen, operational excellence, and strategic problem-solving.
- Lead organizational design, workforce planning, recruitment strategy, onboarding, role clarity, succession planning, and competency development organizational as scope and scale increase.
- Drive consistent adoption of standardized processes while recognizing legitimate Business Unit differences and rationalizing variations where enterprise value can be created.
- Champion data-backed decision-making, automation, AI-enabled productivity opportunities, and continuous improvement across processes and outputs.
- Manage risks, dependencies, stakeholder expectations, and change impacts associated with onboarding new Business Units, expanding capabilities, and transitioning work into ISS.
- Present in senior leadership discussions, translating operational performance, customer feedback, and commercial insights into clear recommendations and action plans.
Qualifications
- 4-year university degree in Business, Engineering, Supply Chain, Finance, or a related discipline required; advanced degree or relevant professional certification preferred.
- Minimum 12-15 years of progressive experience in sales operations, commercial operations, customer service operations, order management, shared services, or related global business functions.
- Minimum 7 years of people leadership experience, including experience leading managers and multifunctional teams in a fast-paced, global, multicultural environment.
- Demonstrated success building or scaling an organization, function, shared service, or center of excellence from start-up or transformation phase to mature operating model.
- Experience leading global business services, commercial shared services, sales enablement, order-to-cash, or business transformation programs preferred.
- Proven ability to influence senior stakeholders, establish governance structures, manage change, and deliver measurable business outcomes across complex matrix organizations.
