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 organization.
The 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 regions.
Core Responsibilities
Commercial Excellence & Program Management
- Own the IMM commercial excellence agenda – sales-process standardization, CRM / Salesforce adoption and governance cadence
- Run program management for cross-functional growth initiatives; maintain milestone trackers and review documentation across central and regional teams
- Drive CRM-led KAM data analytics and coverage discipline
- Convert central GTM strategy into regional execution playbooks and standard operating procedures
Partnerships Ecosystem Ownership
- Own the partnerships engine – Mould-Maker, Auxiliary and Financier desks – as a coordinated demand-generation system
- Set partner empanelment standards, tiering frameworks, commercial guardrails and joint go-to-market models across desks
- Drive partner-led lead generation, referral conversion and co-pitch win rates into the regional sales funnel
- Run quarterly partnership reviews; govern scheme ROI and resolve cross-desk escalations
Pricing & Commercial Governance
- Own IMM pricing governance – list / series pricing, discount-approval matrix and margin protection
- Oversee accounts-receivable discipline, DSO control and credit-policy adherence
- Provide commercial structuring support for complex and escalated deals
Application Engineering Enablement
- Build segment-specific application capability (automotive, packaging, construction, consumer) through the Mould-Maker Application Specialist pool
- Ensure technical solutioning support to regional sales for series selection, configuration and customer trials
Team Leadership & Capability Building
- Lead, structure and develop the HO backend team; define roles, span of control and performance metrics
- Build commercial literacy and process discipline across regional sales teams
- Own MIS infrastructure and master-data hygiene for the IMM commercial organization
Skills & Competencies
Technical & Commercial Expertise
- IMM / capital-goods commercial domain expertise
- Partnership & channel program design
- Pricing strategy and deal structuring
- Sales-process and CRM design
Analytics & Planning
- CRM-led sales analytics, coverage and pipeline modelling
- Program management and governance planning
- Pricing and accounts-receivable analytics
- Salesforce / Power BI proficiency
Leadership
- Cross-functional leadership across Sales, Marketing, Partnerships and Finance
- Senior stakeholder and partner management
- Team leadership across central desks
Experience & Education
- 12+ years of total experience, with 4–6 years in commercial excellence, sales operations, partnership or category leadership
- Demonstrated ownership of CRM-led sales governance, pricing discipline or partnership programs in capital goods / industrial equipment
- Experience building backend / shared-service teams supporting geographically distributed field sales
- Exposure to mould-makers, auxiliary OEM or equipment-financing ecosystems is a strong plus
- MBA preferred; engineering background (Mechanical / Production / Plastics) advantageous
Deliverables & KPIs
Commercial Excellence & Governance
- CRM / Salesforce adoption (%)
- KAM governance adherence
- Initiative milestone closure (%)
- Sales-process compliance
Partnership & Demand
- Partner-led leads generated
- Referral leads converted
- Co-pitch win rate (%)
- Active partners by desk
Pricing & Receivables
- Realized margin vs guardrail
- Discount 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 functions.
While 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 employee’s 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 management’s right to assign duties and responsibilities to this job at any time.
