Product Commercialization Manager

GHX is seeking a collaborative, systems-oriented Product Commercialization Manager to own and elevate the end-to-end commercialization process across our portfolio, including pricing, SKUs, process and tool management. The role serves as the connective tissue between commercial strategy and operational execution, driving efficiency, scalability, and data integrity across the entire product commercialization lifecycle.

The right candidate brings both operational rigor and analytical skill. You can rationalize a complex SKU library, analyze sales, discounting, and pricing trends, redesign the commercialization operating system using AI-powered automation, and build governance frameworks that enable faster, scalable market entry. You enjoy leading projects from requirements through launch and are willing to roll up your sleeves and do the work. A personable, determined individual who enjoys leading and facilitating cross-functional collaborations will thrive in this role.

Responsibilities:

Commercialization Process Ownership               

• Own the SKU commercialization process — from requirements gathering, through SKU creation, to launch — in partnership with Product Management, Corporate Systems, Deal Desk, Contract Ops, Order Processing, Revenue Recognition, and Asset Management. Facilitate requirements sessions with each partner and document them in clear, testable business requirements.
• Establish and continuously improve SOPs, tooling configurations, and stakeholder-informed business rules that reduce cycle time, eliminate ambiguity, and scale across GHX's expanding portfolio. Maintain the commercialization playbook as the single source of truth for pricing, SKUs, and business rules.
• Partner with Product Management to gather requirements and translate new offerings into sellable, billable constructs aligned to commercial strategy; serve as cross-functional liaison for complex SKUs and pricing decisions requiring commercial judgment.
• Lead commercialization projects end to end, defining scope, timelines, milestones, owners, risks, and dependencies; run a regular status cadence with risk and issue tracking, and escalate early.
• Define, monitor, and report on SLAs, KPIs, and quality metrics for commercialization activities, delivering executive-ready insights on a regular cadence.
• Stay current on AI and ML capabilities in CPQ; proactively surface forward-looking recommendations to leadership and cross-functional partners.

SKU Management & Catalog Governance

• Own the full SKU lifecycle in CPQ (currently Conga), including requirements gathering, SKU creation, testing, release, modification, and deprecation.
• Lead a structured cross-functional SKU audit, including stakeholder interviews; analyze historical sales data and discounting patterns, rationalize the catalog, and present findings and recommendations to leadership.
• Establish ongoing governance including intake/approval workflows, naming conventions, taxonomy standards, and hygiene reviews.
• Partner with Product, Finance, and Sales to ensure every SKU maps to a clear commercial purpose, pricing strategy, contractual language, and business rules; develop a change management process that minimizes disruption to active quotes, in-flight contracts, and renewal cycles.
• Own the AI and automation innovation roadmap for SKU and commercialization processes — identifying high-value opportunities by gathering and prioritizing requirements from end users and driving measurable reduction in manual processing time.

Pricing & Sales Analytics

• Analyze sales trends, such as bookings by SKU, discounting, attach and renewal rates, and win/loss patterns, to evaluate SKU performance and inform packaging, pricing decisions, and catalog maintenance.
• Track pricing trends, including realized price versus list and the impact of price changes, and translate findings into clear recommendations for Product, Finance, and Sales leadership.
• Quantify the revenue, margin, and ARR/MRR impact of proposed pricing and SKU changes before release.

 Cross-Functional Collaboration & Strategy

• Serve as the bridge between Product Management and all partner functions, including Sales, Revenue Operations, Deal Desk, Contract Operations, FP&A, Corporate Systems, and Revenue Enablement — aligning teams on process, tooling, and commercialization standards.
• Contribute to pricing strategy and monetization model design; champion data-driven decision-making through dashboards and reporting frameworks that give leadership visibility into commercialization health (for example, price realization, discount trends, and catalog health).
• Coordinate launch readiness for new products and pricing changes, defining and validating launch requirements and managing the launch plan, ensuring Sales, Deal Desk, and Contract Operations are prepared before market release; act as a trusted advisor and go-to resource for commercialization process questions.
• Manage multiple concurrent workstreams, balancing hands-on execution with a roadmap-level view of priorities and capacity, and drive change management, training, and communications to support adoption.

Key Competencies:

• Translates business objectives into commercialization strategies; anticipates downstream impacts of process, pricing, and catalog decisions on revenue recognition, margin, and customer lifetime value.
• Understands SaaS business models, subscription economics, and ARR/MRR dynamics; connects P&L awareness and process efficiency to growth acceleration.
• Designs scalable, end-to-end commercialization processes with an automation-first, exception-second bias — comfortable operating from architecture-level design down to hands-on configuration and SOP documentation.
• Uses quantitative analysis and operational data (discounting, SKU utilization, and pricing trends) to identify problems, size opportunities, and evaluate trade-offs; designs reporting frameworks and dashboards that give leadership actionable visibility into commercialization health.
• Elicits, documents, and prioritizes requirements from business and technical stakeholders, and turns ambiguous requests into clear, actionable scope.
• Sets clear goals, tracks progress rigorously against plans and milestones, and communicates status proactively to executive, commercial, and technical audiences alike.
• Builds trust across Product, Sales, Finance, Legal, and Technology without direct authority; navigates competing priorities with diplomacy and persistence.
• Anticipates resistance to change and designs enablement strategies that drive adoption; delivers results with speed and quality in ambiguous, fast-moving environments.
• Actively explores and applies AI and automation to commercialization challenges; evaluates tools critically with attention to limitations, compliance implications, and auditability.

Required Qualifications:

• Bachelor's degree in Business, Finance, Operations, Information Systems, or a related field; or equivalent professional experience.
• 5+ years of progressive experience in product operations, revenue operations, deal desk, commercial program management, or a closely related function within a B2B SaaS company.
• Demonstrated hands-on experience with Conga CPQ (formerly Apttus), including product catalog management, pricing rules, approval workflows, and SKU configuration.
• Proven track record leading cross-functional process improvement or transformation initiatives, including gathering requirements from business stakeholders, with measurable business outcomes (e.g., cycle time reduction, error rate improvement, revenue acceleration).
• Hands-on experience analyzing sales, discount, or pricing data and turning it into recommendations.
• Excellent written and verbal communication skills, including the ability to produce executive-ready documentation, SOPs, and business cases.
• Project management discipline: ability to plan and lead multiple concurrent projects from requirements through delivery, prioritize effectively under pressure, track risks and dependencies, and deliver against commitments.
• Ability to travel up to 20% annually.

Preferred Qualifications:

• Familiarity with AI and automation concepts as they apply to commercial operations, quoting, or contract workflows.
• Experience conducting SKU, product catalog, or similar rationalization audits in complex, multi-product environments.
• Prior involvement in a quote-to-cash re-platforming or major system migration.
• Proficiency with BI and analytics tools such as Sigma or Power BI for building commercialization performance dashboards, and SQL or advanced Excel for ad hoc analysis.
• Any of the following certifications:
  • Salesforce Certified CPQ Specialist or Salesforce Certified Administrator
  • Conga CPQ Product Administration Certification
  • PMP, Agile/Scrum, or SAFe® Product Owner / Product Manager certification

 

 

Estimated salary range: $91,000 - $121,000

The base salary range represents the anticipated low and high end of the GHX’s salary range for this position. Actual salaries will vary and will be based on various factors, such as candidate’s qualifications, skills, competencies and proficiency for the role. The base salary is one component of GHX’s total compensation package for employees. Other rewards and benefits include: health, vision, and dental insurance, accident and life insurance, 401k matching, paid-time off, and education reimbursement, to name a few. To view more details of our benefits, visit us here: https://www.ghx.com/about/careers/

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