Commercial Excellence Manager

Purpose and Mission

The Commercial Excellence Manager is responsible for driving commercial performance, harmonizing best practices, and enabling sustainable growth across the company’s global business units. Positioned within the Corporate Commercial Excellence function, this role partners closely with regional and business unit leadership teams to strengthen sales effectiveness, pricing governance, go-to-market execution, customer management, and commercial capabilities worldwide.

The role acts as a strategic business partner and change agent, ensuring alignment between corporate commercial strategies and local market execution while fostering a culture of continuous improvement and data-driven decision-making.

Key Activities and Responsibilities

Commercial Strategy & Performance

• Support the development and deployment of global commercial excellence strategies aligned with corporate growth objectives.
• Drive initiatives to improve sales productivity, profitability, customer acquisition, retention, and market penetration.
•  Monitor commercial KPIs and performance metrics across regions and business units.
• Identify performance gaps and recommend corrective actions and improvement initiatives.
•  Lead commercial performance reviews with business stakeholders and executive management.

Sales Excellence & Process Optimization 

• Standardize and optimize sales processes, methodologies, and governance across the organization.
• Implement best practices in pipeline management, account management, forecasting, and opportunity management.
• Promote sales effectiveness through tools, analytics, and capability-building initiatives.
• Support CRM optimization and adoption in collaboration with Sales Operations and IT teams.

Pricing & Profitability Management 

• Contribute to global pricing governance frameworks and margin improvement initiatives.
• Analyze pricing performance, discount structures, and commercial terms across markets.
• Support business units in developing value-based pricing strategies and commercial policies. 

Data Analytics & Insights 

• Develop and maintain commercial dashboards and reporting tools.
• Translate commercial data into actionable business insights and strategic recommendations.
•  Drive the use of analytics to support decision-making and performance management.
• Collaborate with Finance, Marketing, and Business Intelligence teams to ensure data consistency and transparency.

Cross-Functional & Global Collaboration 

• Act as the key interface between Corporate and regional/business unit commercial teams.
• Facilitate alignment of commercial priorities, tools, and initiatives globally.
•  Lead cross-functional projects involving Sales, Marketing, Finance, Supply Chain, and Digital teams.
• Share best practices and foster knowledge exchange across regions and business units.

Change Management & Capability Building

• Support transformation programs aimed at enhancing commercial maturity and operational excellence.
• Design and deliver training programs, workshops, and coaching initiatives for commercial teams.
•  Drive adoption of new tools, processes, and ways of working.
• Promote a continuous improvement mindset throughout the organization.

Skills and Experiences

• Master’s degree in Business Administration, Economics, Marketing, Engineering, or a related field.
• 7–12 years of experience in Commercial Excellence, Sales Operations, Strategy, Business Development, or related commercial roles within a multinational environment.
• Proven experience working in a global matrix organization.
• Strong understanding of B2B and/or B2C commercial processes and performance management.
• Experience managing cross-functional and international projects.
• Strong analytical and financial acumen.
• Advanced knowledge of CRM systems (e.g. Salesforce), BI tools (e.g. Power BI, Tableau), and Excel.
• Familiarity with pricing methodologies, sales analytics, and commercial KPIs.
• Experience with digital transformation and commercial enablement tools is an advantage.
• Strong stakeholder management and influencing skills.
• Excellent communication and presentation abilities.
• Strategic thinker with hands-on execution capability.
•  High level of autonomy, adaptability, and intercultural awareness.
• Strong project management and organizational skills.
• Ability to operate effectively in a fast-paced, global environment.