Commercial Excellence Manager - EMEA

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    "ExternalDescriptionStr": "<p><strong>Role</strong></p><p>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.</p><p>You will partner closely with Sales Leadership (KAMs &amp; 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.</p><p>&nbsp;</p><p><span lang=\"EN-US\"><strong>Responsibilities</strong></span></p><p><span lang=\"EN-US\"><strong>1) Commercial Strategy &amp; Operating Model</strong></span></p><ul style=\"list-style-type: disc;\"><li><span lang=\"EN-US\">Lead segmentation and coverage refreshes; define role charters and interfaces (KAM, Account Manager, SAT, TS, CS) to remove overlap and improve throughput.</span></li><li><span lang=\"EN-US\">Run focused commercial diagnostics (pipeline health, conversion drivers, share of wallet, activity quality) and translate insights into actionable playbooks and quarterly improvement sprints.</span></li></ul><p><span lang=\"DE\"><strong>2) Sales Excellence &amp; Execution</strong></span></p><ul style=\"list-style-type: disc;\"><li><span lang=\"EN-US\">Design sales process &amp; governance (qualification criteria, stage definitions, exit gates, win‑loss hygiene).</span></li><li><span lang=\"EN-US\">Strengthen pipeline management and forecasting discipline with simple, auditable routines.</span></li><li><span lang=\"EN-US\">Industrialize account planning (templates, value hypotheses, whitespace mapping, review cadences).</span></li><li><span lang=\"EN-US\">Define visit quality standards and enable value‑based conversations in field and remote motions.</span></li></ul><p><span lang=\"DE\"><strong>3) CRM, Data &amp; Commercial Analytics</strong></span></p><ul style=\"list-style-type: disc;\"><li><span lang=\"EN-US\">Drive CRM adoption (layouts, fields, automation, mobile usage) and establish one‑truth reporting for funnel, activity, and forecast.</span></li><li><span lang=\"EN-US\">Co‑build role‑specific dashboards (KAM / AM / SAT / TS) and a CE scoreboard (e.g., coverage, conversion, price attainment, SoW, SLAs).</span></li><li><span lang=\"EN-US\">Partner with Data/IT on data quality (master data, deduplication, governance) and pragmatic enhancements.</span></li></ul><p><span lang=\"DE\"><strong>4) PMO &amp; Transformation Leadership</strong></span></p><ul style=\"list-style-type: disc;\"><li><span lang=\"EN-US\">Act as program owner / PMO for cross‑regional CE initiatives (e.g., new sales model roll‑out, playbooks, tool deployments, training).</span></li><li><span lang=\"EN-US\">Establish playbooks, templates, RAID logs, timelines, KPIs; run steering routines and ensure benefit tracking from pilot → scale.</span></li><li><span lang=\"EN-US\">Create crisp, executive‑ready slide materials to support top‑management decision making across workstreams.</span></li></ul><p><span lang=\"DE\"><strong>5) Capability Building &amp; Change Enablement</strong></span></p><ul style=\"list-style-type: disc;\"><li><span lang=\"EN-US\">Create enablement assets (sales plays, call guides, objection banks, proposal standards).</span></li><li><span lang=\"EN-US\">Deliver training &amp; coaching (workshops, deal reviews, forecast clinics) and cultivate habit‑forming rituals (weekly pipeline, monthly account reviews, QBRs).</span></li></ul><p>&nbsp;</p><p><strong>Requirements</strong></p><ul style=\"list-style-type: disc;\"><li><span lang=\"EN-US\">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.</span></li><li><span lang=\"EN-US\">Systems &amp; Analytics: Strong CRM fluency (e.g., Salesforce Sales Cloud) and analytics mindset; able to convert data into clear actions and frontline‑ready tools.</span></li><li><span lang=\"EN-US\">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.</span></li><li><span lang=\"EN-US\">Industry Fit: Industrial / engineering‑heavy B2B background (e.g., refractories, thermal processes, chemicals, materials) preferred.</span></li><li><span lang=\"EN-US\">Toolkit: Prior consulting‑style experience (hypothesis‑driven problem solving, structured storytelling); familiarity with data governance / master data in CRM/ERP landscapes.</span></li><li><span lang=\"EN-US\">Master’s degree in Business, Engineering, Data/Analytics or related; MBA is a plus.</span></li><li><span lang=\"EN-US\">Fluent English; additional EMEA languages are a plus.</span></li><li><span lang=\"EN-US\">Travel: ad‑hoc for projects, workshops, team meetings, or pilots.</span></li></ul><p>&nbsp;</p><p><i>As a global organisation operating across multiple countries, compensation for this role may vary depending on location, local market benchmarks, and experience.</i><br><i>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.</i></p><p>&nbsp;</p><p>&nbsp;</p><p>#LI-DNI</p>",
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