Role
The Commercial Excellence (CE) Manager is our internal strategy consultant and transformation driver for all strategic and operational topics across the commercial engine. The role designs and scales best in class go to market practices, orchestrates cross functional initiatives end to end, and embeds data driven ways of working that improve revenue growth, margin quality, and forecast reliability.
You will partner closely with Sales Leadership (KAMs & Account Managers), Sales Acceleration (inside sales), Technical Support, Marketing, Product Management, Customer Service, Operations, Finance, and IT/Data. Expect a mix of strategic problem solving, hands on program delivery, and capability building.
Responsibilities
1) Commercial Strategy & Operating Model
- Lead segmentation and coverage refreshes; define role charters and interfaces (KAM, Account Manager, SAT, TS, CS) to remove overlap and improve throughput.
- Run focused commercial diagnostics (pipeline health, conversion drivers, share of wallet, activity quality) and translate insights into actionable playbooks and quarterly improvement sprints.
2) Sales Excellence & Execution
- Design sales process & governance (qualification criteria, stage definitions, exit gates, win‑loss hygiene).
- Strengthen pipeline management and forecasting discipline with simple, auditable routines.
- Industrialize account planning (templates, value hypotheses, whitespace mapping, review cadences).
- Define visit quality standards and enable value‑based conversations in field and remote motions.
3) CRM, Data & Commercial Analytics
- Drive CRM adoption (layouts, fields, automation, mobile usage) and establish one‑truth reporting for funnel, activity, and forecast.
- Co‑build role‑specific dashboards (KAM / AM / SAT / TS) and a CE scoreboard (e.g., coverage, conversion, price attainment, SoW, SLAs).
- Partner with Data/IT on data quality (master data, deduplication, governance) and pragmatic enhancements.
4) PMO & Transformation Leadership
- Act as program owner / PMO for cross‑regional CE initiatives (e.g., new sales model roll‑out, playbooks, tool deployments, training).
Establish playbooks, templates, RAID logs, timelines, KPIs; run steering routines and ensure benefit tracking from pilot- scale.
- Create crisp, executive‑ready slide materials to support top‑management decision making across workstreams.
5) Capability Building & Change Enablement
- Create enablement assets (sales plays, call guides, objection banks, proposal standards).
Deliver training & coaching (workshops, deal reviews, forecast clinics) and cultivate habit‑forming rituals (weekly pipeline, monthly account reviews, QBRs).
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Requirements
- Experience: 6+ years (Manager) / 8+ years (Senior Manager) in Commercial Excellence / Sales Excellence / Strategy / Commercial Transformation (consulting or in‑house), with a track record in GTM design, sales process improvements, and cross‑regional PMO delivery.
- Systems & Analytics: Strong CRM fluency (e.g., Salesforce Sales Cloud) and analytics mindset; able to convert data into clear actions and frontline‑ready tools.
- Stakeholder Leadership: Credible with senior leadership across Sales, Marketing, Product, Technical Support, Customer Service, Finance, and IT/Data; excellent communication (concise, visual) and change management skills.
- Industry Fit: Industrial / engineering‑heavy B2B background (e.g., refractories, thermal processes, chemicals, materials) preferred.
- Toolkit: Prior consulting‑style experience (hypothesis‑driven problem solving, structured storytelling); familiarity with data governance / master data in CRM/ERP landscapes.
- Master’s degree in Business, Engineering, Data/Analytics or related; MBA is a plus.
- Fluent English; additional EMEA languages are a plus.
Travel: ad‑hoc for projects, workshops, team meetings, or pilots.
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As a global organisation operating across multiple countries, compensation for this role may vary depending on location, local market benchmarks, and experience.
In line with our commitment to pay transparency, a salary range relevant to your location will be shared with you during the early stages of the recruitment process, before any interview is scheduled.
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