Senior Manager Commercial Excellence

The Commercial Excellence Head owns the IMM head-office backend engine and the new partnerships ecosystem Mould-Maker Auxiliary and Financier desks that collectively enable the IMM sales role institutionalizes program management pricing discipline partnership-led demand generation and CRM-led governance converting central GTM strategy into standardized measurable on-ground execution across ResponsibilitiesCommercial Excellence & Program ManagementOwn the IMM commercial excellence agenda sales-process standardization CRM / Salesforce adoption and governance cadenceRun program management for cross-functional growth initiatives; maintain milestone trackers and review documentation across central and regional teamsDrive CRM-led KAM data analytics and coverage disciplineConvert central GTM strategy into regional execution playbooks and standard operating proceduresPartnerships Ecosystem OwnershipOwn the partnerships engine Mould-Maker Auxiliary and Financier desks as a coordinated demand-generation systemSet partner empanelment standards tiering frameworks commercial guardrails and joint go-to-market models across desksDrive partner-led lead generation referral conversion and co-pitch win rates into the regional sales funnelRun quarterly partnership reviews; govern scheme ROI and resolve cross-desk escalationsPricing & Commercial GovernanceOwn IMM pricing governance list / series pricing discount-approval matrix and margin protection Oversee accounts-receivable discipline DSO control and credit-policy adherenceProvide commercial structuring support for complex and escalated dealsApplication Engineering EnablementBuild segment-specific application capability (automotive packaging construction consumer) through the Mould-Maker Application Specialist poolEnsure technical solutioning support to regional sales for series selection configuration and customer trialsTeam Leadership & Capability BuildingLead structure and develop the HO backend team; define roles span of control and performance metricsBuild commercial literacy and process discipline across regional sales teamsOwn MIS infrastructure and master-data hygiene for the IMM commercial organizationSkills & CompetenciesTechnical & Commercial ExpertiseIMM / capital-goods commercial domain expertisePartnership & channel program designPricing strategy and deal structuringSales-process and CRM designAnalytics & Planning CRM-led sales analytics coverage and pipeline modellingProgram management and governance planningPricing and accounts-receivable analyticsSalesforce / Power BI proficiency LeadershipCross-functional leadership across Sales Marketing Partnerships and FinanceSenior stakeholder and partner managementTeam leadership across central desks Experience & Education12 years of total experience with 46 years in commercial excellence sales operations partnership or category leadershipDemonstrated ownership of CRM-led sales governance pricing discipline or partnership programs in capital goods / industrial equipmentExperience building backend / shared-service teams supporting geographically distributed field salesExposure to mould-makers auxiliary OEM or equipment-financing ecosystems is a strong plusMBA preferred; engineering background (Mechanical / Production / Plastics) advantageousDeliverables & KPIsCommercial Excellence & Governance CRM / Salesforce adoption (%)KAM governance adherenceInitiative milestone closure (%)Sales-process compliancePartnership & DemandPartner-led leads generatedReferral leads convertedCo-pitch win rate (%)Active partners by deskPricing & Receivables Realized margin vs guardrailDiscount leakage (%)DSO / overdue (%)Pricing-deal TAT Physical Demands To perform this job successfully the physical demands listed are representative of those that must be met by an employee. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential performing the duties of this job the employee is regularly required to sit stand walk use hands to handle and feel reach with hands and arms talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 10 lbs. Specific vision abilities may include the employees ability to see near and far distances. DISCLAIMER: The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts managements right to assign duties and responsibilities to this job at any time.