Overview
Client: Large manufacturer of sophisticated industrial measurement equipment for Chemical, Oil & Gas, Power Generation, and Pharmaceutical markets. Products are sold as configurable systems through 300+ independent rep agencies organized into 6 regional territories managed by RSMs, each with distinct commission schedules.
Situation
- Inconsistent, slow quoting: Reps struggled to assemble valid
configurations and accurate prices on site, causing delays and rework by RSMs. - Price list churn: Frequent product/price changes weren’t reaching the field uniformly, leading to under- or mis-priced quotes.
- Poor pipeline visibility: HQ and RSMs lacked real-time insight into open quotes for forecasting, production planning, and performance
management. - Commission errors: Mapping orders to rep/RSM commission schedules was error-prone and perceived as inequitable.
Objectives
- Centralize catalog, configuration logic, and pricing updates.
- Enable reps to build valid systems quickly with guided configuration.
- Provide real-time quote status and pipeline analytics to RSMs and HQ
- Apply correct commission schedules automatically on accepted orders.
Days Hours
Close cycle acceleration
Accuracy
Audit-ready
Tech stack: Excel (Power Query + VBA), SQL (views/ stored procedures), cross-system entity & vendor/customer mappings, currency tables.
