GlobalData Plc
Director of Commerical Transformation
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Director of Commerical Transformation
Who We Are...
GlobalData is a specialist information services business on a mission to help our clients decode the future, make better decisions and reach more customers. Using our unique data, expert analysis and innovative solutions, we deliver intelligence on the world’s largest industries for companies, government organisations, and industry professionals.
We began our journey in 2016 by combining a diverse range of specialist information services companies, with decades of trusted customer relationships and deep sector specialisms. Today, we operate as a single company and a fully integrated platform, with:
- More than 3,500 colleagues worldwide
- Over 20+ industries served
- Valuable insights delivered for over 5,000 customers
Why Join GlobalData?
GlobalData is at a pivotal point in its growth journey. Having recently received transformational investment, we are scaling through strategic acquisitions and now need curious, ambitious, courageous people to support us in achieving our vision: becoming the world’s trusted source of strategic industry intelligence.
Life at GlobalData:
- Fast-paced and entrepreneurial
- Rewardingly challenging
- Driven by collective power and collaboration among our teams
The Role: Director of Commercial Transformation
GlobalData is seeking a Director of Commercial Transformation to serve as the strategic transformation partner to the Executive team, driving measurable improvements in commercial execution and operational discipline across the organization. This role emphasises execution-focused strategy—not pure consulting—and will:
- Drive measurable business outcomes.
- Collaborate closely with Sales, Product, Consulting, Revenue Operations, and Executive Leadership.
Key Responsibilities
Governance, Strategy & Execution (40%)
- Build robust governance structures and drive operational discipline for commercial and strategic initiatives:
- Design executive-level governance frameworks with:
- Clear decision gates
- Accountability frameworks
- Escalation pathways
- Structure and lead leadership workshops to co-develop:
- Business unit strategies
- Divisional strategies
- Implement KPI dashboards for performance reporting.
- Oversee strategic initiatives from planning to completion, ensuring measurable outcomes.
- Design executive-level governance frameworks with:
- Prepare executive-level materials, such as:
- Board updates
- Strategic plans
- Business performance reviews
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Commercial Excellence (30%)
-
Work with Sales, Consulting, and Product Leadership to:
- Design and execute a sales enablement plan.
- Create incentive models for:
- Sales
- Analysts
- Consultants
- Establish pipeline management best practices.
- Address misalignment in incentives across Sales, Consulating, and Analysts while respecting budget constraints.
-
Proactively identify and resolve gaps in:
- Sales enablement
- Pipeline management
- GTM model alignment
Product Portfolio Simplification & GTM Packaging (20%)
Lead efforts to:
- Simplify and rationalize the product portfolio.
- Enhance product portfolio messaging for:
- Sales
- Customers
- Improve packaging clarity and cross-sell playbooks.
- Build sales confidence through:
- Enablement initiatives
- Improved messaging
- GTM playbooks focusing on specific divisions
Market Mapping & Buy/Build Strategy (10%)
-
Develop market maps for crucial verticals, covering:
- Market size
- Competitive landscape
- Positioning opportunities
-
Support commercial diligence in:
- Acquisition candidates
- Potential growth opportunities:
- Market attractiveness
- Competitive fit
- Go-to-market maturity
-
Assess product-market fit and define commercialization strategies for new and existing offerings.
Measuring Success
| Metric | Target/Goal |
|---|---|
| Enhanced attach rates | Improved for products/services on key accounts |
| Sales knowledge & effectiveness | Better reflected in testing outcomes and client call quality |
| Alignment perception | Favorable feedback in incentive surveys |
| Leadership consensus | 2-3 structured workshops with aligned priorities and cooperative action plans |
| Strategic market insights | Market maps and M&A target lists for 1-2 verticals |
| Execution excellence | 90%+ on-time, high-quality delivery of strategic initiatives |
| Transparent business oversight | Enhanced executive visibility via KPI reporting |
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Required Experience
Core Competencies
To excel in this role, we seek candidates with:
- 8+ years in GTM transformation, sales strategy, or commercial transformation consulting.
- Strong preference for relevant experience from firms such as: ZS, Simon-Kucher, Alexander Group, AT Kearney, Accenture & McKinsey (A&M), FTI, L.E.K., Oliver Wyman (OW), BCG/MBB, or Big Four (consultancy arms).
- Hands-on track record of collaborating directly with C-suite and sales leadership on transformation initiatives.
- Specialization in B2B commercial models, preferably within SaaS.
Additional Essentials
- Hands-on experience in designing and implementing:
- Sales governance frameworks
- KPIs and performance dashboards
- Strategic and operational leadership with data-driven decision-making.
Key Attributes & Skills
Strategic & Execution Mindset
- Ability to balance high-level strategy with detailed, disciplined execution.
Commercial Intelligence & Analytical Rigour
- Proven expertise in understanding B2B sales dynamics and product commercialization.
- Advanced analytics capabilities, including the ability to build sophisticated models.
- Ability to deliver executive and board-ready presentations.
Leadership & Collaboration
- Demonstrated ability to facilitate consensus through cross-functional workshops.
- Influence and challenge across various departments, fostering collaborative delegation.
- Adaptability in fast-paced, ambiguous environments with competing priorities.
Benefits & Culture
In addition to a rewarding career, GlobalData offers comprehensive support, including:
- Health, financial, and well-being programs.
- Travel, fitness, and remote work perks.
- Technology and learning incentives.
Visit careers.globaldata.com to explore global roles and benefits specific to your region.
Our Commitment to Diversity & Inclusion
GlobalData champions equality, diversity, and inclusion and is proud to be:
- An Equal Opportunity Employer (Equal Pay for Equal Work)
- Firmly committed to ensuring that no applicant or colleague faces discrimination based on:
- Gender
- Age
- Disability
- Religion/belief
- Sexual orientation
- Marital status
- Race
- Or any other protected characteristic.
We actively design supportive, inclusive environments allowing all colleagues to succeed.
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