Position – The role:

In this context, the new role of Head of Commercial Excellence (HCE) – BU CM will be strategic to address, support and enhance the Commercial Strategy | Go to market | Revenue Excellence project streams; will report to the Head of Sales and will be acting as key point of reference for him and the BU, while building solid partnership with Executives and business owners at all levels, to support the development of the strategic blueprint.

While influencing and involving the organisation cross-functionally, he/she will oversee a team of 2 and ensure the best execution of all relevant projects/streams/ … , maintaining on one side a helicopter view on and bringing on the other concreteness and pragmatism to execution, and strategy implementation.

Position – Specific responsibilities:

The HCE will report solid line to the Head of Sales and will be responsible for supporting the business in:

• Designing | Re-designing | Structuring and Operationalizing an effective Sales & Marketing process according to new strategic direction and consistent pricing targets, to grant power to Ebitda.

Ensure a stable governance of all connected streams, to empower the whole team with relevant information.

• Develop deep understanding of high-potential clients to detect insights on new opportunities. This would embrace both 1) new products for existing clients and 2) opportunities to position on new products for new clients. In order to sustain acceleration, the role will require developing a vast range of insights, connections, data, client volume trends, commercial feasibility etc. with the support of a resource dedicated to BI.
• Engage in executing the business development and sales plan consistently across market / client / product combinations, rooting them on deep, sophisticated analytics to be shared within the BU.

This will end up in constant monitoring of portfolio optimisation and evolution; detecting feasibility projects, analysis of market entry vs market penetration; competitive intelligence, share of wallet ; risk and criticalities on existing | new products – vs existing | new customers – vs existing | new markets;  etc. ]

• Focus on developing a consistent pricing strategy with the necessary granularity, provide insights and data point to the Business, help detecting areas of improvement, provide recommendations to improve margins.

Assess products KSP (Key Selling Points), identify value levers, shape successful business cases to support salesforce with consistent documentation

Support sales team in negotiation, delivering accurate set of info and updated insights

Set “guidelines and guardrails” for the sales team

Help negotiating by providing strong hints on specific topics / on competitors / on markets

• Energizing engagement and motivation across to the newly established goals, becoming the go-to-person for the commercial organisation to share best practice; taking care of people and their issues; improving mindset day-by-day shaping a culture of respect yet also of the “next challenge”. Be the witness of a people development culture as main driver to build a high-performing sales organisation.
• Act cross-functionally: work collaboratively with other functions, supporting specific business initiatives across countries.

Establish close collaboration with Ops and Finance, to monitor pricing performance, detect criticalities, recommend actions and promote opportunities.

• Provide thought leadership in executing the transformation ambitions, implementing robust innovative commercial frameworks, tools and processes to ensure business success.

Understand own and competitors performance drivers and reflect them into Business Intelligence to: i) shape an effective commercial organisation to sustain business goals, and ii) monitor sales-force readiness, iii) influence the adoption of best practices across the entire organisation.

Leveraging CRM / Help building a newly shaped CRM to build knowledge, distil insights and drive actions in the light of sales effectiveness