Revenue Process & Enablement Manager

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Description

Job Summary: We are seeking a process-oriented, systems-savvy professional to own and optimize end-to-end revenue processes across sales, pricing, and CRM systems. This role combines deep knowledge of Salesforce, Epicor Eclipse, and pricing operations with a passion for training, documentation, and enablement.

You will serve as the primary owner of customer data - ensuring its accuracy, completeness, consistency, and usability across systems. You will design, document, govern, and train on standardized processes that drive efficiency, data integrity, margin protection, and predictable revenue growth in our industrial distribution and construction supplies business. At this time, this is a hands-on individual contributor role focused on process excellence and user enablement with the potential for future people management.

Job Duties:

Revenue Process Ownership & Optimization

• Design, document, and continuously improve end-to-end revenue processes (lead-to-cash, pricing workflows, pipeline management, quoting, forecasting support, and customer agreements).
• Own pricing process governance related to customer-specific agreements, rebates, and audits to minimize leakage and protect margins.
• Standardize sales and revenue workflows in Salesforce, ensuring alignment with business motions like pipeline visibility, account structure, and forecasting.
• Identify bottlenecks and drive process improvements using data and cross-functional input.

Systems Configuration & Governance

• Own the Salesforce configuration and maintenance requirement roadmap (Flows, validation rules, custom objects), including integrations with ERP and other systems.
• Support CRM platform health, data model integrity, and upcoming enhancements (e.g., Marketing Cloud).
• Maintain a prioritized enhancement backlog and follow a disciplined SDLC for changes (requirements, design, test, release, documentation).
• Ensure data quality, governance, and reporting standards across revenue systems.

Customer Data Ownership & Governance

• Act as the authoritative owner of customer data across Salesforce, Epicor Eclipse, and integrated systems.
• Establish and enforce standards for data accuracy, completeness, deduplication, enrichment, and ongoing maintenance.
• Implement data quality rules, validation processes, and regular audits to maintain a trusted single source of truth.
• Drive initiatives to cleanse, normalize, and enrich customer records (e.g., account hierarchies, contact information, segmentations, and pricing agreements).
• Monitor and report on data health metrics, resolving issues proactively to support reliable reporting, forecasting, and decision-making.

Training, Enablement & User Support

• Develop and deliver training programs, playbooks, quick-reference guides, and workshops for sales reps, pricing team members, and other stakeholders on processes, systems, and best practices.
• Serve as a go-to resource for troubleshooting and user support, reinforcing adoption and effective usage.
• Create and maintain clear, up-to-date documentation of processes, standards, and system workflows.
• Support sales enablement initiatives, including competitive intelligence sharing and value-based selling tools.

Analytics, Insights & Collaboration

• Build and maintain key reports, dashboards, and pricing/sales analytics to support decision-making.
• Conduct pricing and competitive analysis; track margin trends, win/loss data, and process performance metrics.
• Partner with Sales, Pricing, Marketing, Purchasing, Finance, and IT on process alignment, new initiatives, and system enhancements.
• Provide actionable insights and recommendations to improve revenue operations and pricing effectiveness.

Requirements

Required Qualifications:

• 2-3 years of experience in Sales Operations, Revenue Operations, Pricing, CRM administration, or related process-focused roles.
• Hands-on experience with Salesforce (configuration, automation, reporting) and ERP systems (Epicor Eclipse or similar).
• Strong understanding of B2B sales processes, pricing strategies, and industrial/distribution operations.
• Proven ability to document processes, develop training materials, and drive user adoption.
• Advanced Excel skills and familiarity with data visualization tools.
• Excellent communication and collaboration skills - able to work effectively with field reps and leadership.

Preferred Skills & Experience:

• Bachelor's degree in Business, Finance, Economics, Supply Chain, related field, OR equivalent experience.
• Salesforce Administrator certification (or equivalent).
• Experience in industrial distribution, construction supplies, or margin-sensitive B2B environments.
• Background with pricing matrices, CPQ, or revenue analytics.
• Exposure to structured SDLC/release processes and cross-functional project work.

What Success Looks Like (First 6-12 Months):

• Standardized, well-documented revenue and pricing processes are in place and actively followed.
• High user adoption and proficiency in Salesforce and related tools across the sales organization.
• Training programs and enablement resources are developed and delivering measurable improvements in efficiency and data quality.
• Pricing leakage is reduced and margin insights are routinely used by leadership.
• You are viewed as the trusted process expert who makes sales and pricing teams more effective.

Key Traits for Success:

• Strategic mindset combined with strong execution and attention to detail.
• Process-minded with strong attention to detail and a drive for standardization.
• Excellent trainer and communicator who enjoys empowering others.
• Business-savvy analyst who can translate needs into practical system and process solutions.
• Collaborative, pragmatic, and focused on long-term scalability and user experience.
• Ambitious about building robust revenue operations capabilities.

This role is pivotal to NEFCO's performance in a competitive, margin-sensitive industry. The Revenue Process & Enablement Manager will have significant impact on bottom-line results through empowering smarter business decisions and better tools/systems.