Commercial Operations Executive

Job description

Job title: Commercial Operations Executive

Reports to: Chief Commercial & Operation Officer

Contract: Full time 9:30 am - 5:30 pm, hybrid working to be discussed and agreed

Salary: £28- £36k depending on experience plus excellent benefits

Purpose of the Role

The commercial operations executive plays a pivotal role in supporting the Commercial team by ensuring the smooth operation of sales processes, maintaining high-quality CRM data, pipeline support, research, lead generation, providing insightful reporting and dashboards, and pitch deck adaptations to enable the sales team to focus on revenue generation.

The role combines CRM administration, commercial reporting, sales administration, marketing support and AI-assisted sales enablement to improve productivity, pipeline management and customer engagement.

Key Responsibilities

Commercial Operations

• Administrator for HubSpot CRM, supporting the CRM & Data Lead in ensuring data accuracy, consistency and best practice.

• Maintain customer records, deals, contacts and company information.

• Allocate inbound enquiries and leads to the appropriate commercial team members.

• Monitor and report on lead response times and conversion rates.

• Support pipeline management and ensure opportunities progress through the correct sales stages.

• Assist with sales forecasting and pipeline reviews.

• Identify bottlenecks and recommend process improvements.

• Generate and send sales emails through HubSpot sequences to aid lead generation.

CRM & Data Management

• Maintain excellent CRM data quality.

• Develop processes to improve CRM adoption across the commercial team.

• Analyse data quality reports and recommend improvements.

• Support sales team in the management of customer segmentation and contact lists.

• Monitor activity logs, lifecycle stages, lead source fields, and deal pipelines for accuracy.

• Deliver user support & training to ensure HubSpot is being used efficiently and effectively across the commercial team.

Dashboards & Commercial Reporting

• Produce weekly and monthly sales dashboards.

• Create reports covering:

  • Pipeline performance

  • Sales activity

  • Revenue performance

  • Win/loss analysis

  • Conversion rates

  • Lead sources

  • Customer acquisition

  • Campaign performance

• Analyse commercial trends and provide actionable insights.

• Support board reporting and executive reporting.

• Utilise & regularly monitor Qlik BI Awards reporting dashboards to spot trends and deliver insights to the commercial team.

Proposal & Sales Support

• Coordinate proposal production and presentation materials.

• Prepare quotations, contracts and supporting documentation.

• Support tender responses where required.

• Maintain proposal templates and case studies.

• Coordinate, create and adapt sales collateral and documentation, including pitch decks.

Marketing & Campaign Support

• Work closely with the Marketing team to support lead generation campaigns.

• Build and manage campaign lists.

• Track campaign ROI and lead performance.

• Support email marketing activities through CRM.

• Ensure marketing-generated leads are followed up appropriately.

• Help organise webinars, events and commercial campaigns.

• Support team project management and task tracking via project management tools.

AI & Sales Enablement

• Utilise AI tools to identify new prospects and market opportunities.

• Assist in building prospect lists using AI and automation tools.

• Support AI-assisted research for sales opportunities.

• Help automate routine sales administration tasks.

• Working closely with the CRM & Data Lead, recommend new AI tools that improve commercial efficiency.

Commercial Analysis

• Analyse sales performance data.

• Identify trends and opportunities for growth.

• Support pricing analysis.

• Produce competitor intelligence reports.

• Monitor KPIs across the commercial function.

Process Improvement

• Identify opportunities to automate administrative tasks.

• Document commercial processes.

• Support implementation of new systems and tools.

• Champion continuous improvement across the commercial function.

Stakeholder Management

• Support the wider team where necessary.

• The role will Bridge Commercial and Digital whilst also requiring close liaison with Marketing, Finance and Operations.

• Provide excellent internal customer service.

• Assist with onboarding new commercial team members onto CRM systems and sales materials.

Person Specification

Essential

• Experience using HubSpot

• Strong Excel and reporting skills, ability to interrogate data and write queries.

• Excellent analytical ability.

• Highly organised with strong attention to detail.

• Excellent written and verbal communication skills.

• Ability to prioritise multiple tasks.

• Strong administrative skills.

• Comfortable working with data and systems.

• Experience supporting a sales or commercial team.

Desirable

• Experience within a commercial, sales operations or revenue operations environment.

• Experience producing dashboards and management reports.

• Knowledge of marketing automation.

• Experience using AI productivity tools.

• Project coordination experience.

• Understanding of sales processes and customer journeys.

• Experience using BI reporting tools, ideally Qlik Sense BI