Commercial Excellence Manager

1 month ago


Kongens Lyngby, Denmark Hempel Paints Kuwait Company W.L.L. Full time
Commercial Excellence Manager - EMEA

Are you passionate about enhancing commercial performance and driving operational excellence at Hempel? Are you excited about leading impactful change, turning strategic insights into practical initiatives? Do you have the vision and drive to lead complex projects and inspire a culture of continuous improvement?

Hempel, a global leader in coatings and paints, is seeking an EMEA Commercial Excellence Leader. You will be instrumental in driving our growth strategy across Europe, Middle East and Africa. You will be an important member and enabler of our global Commercial Excellence organization and will be critical to the overall productivity and scale-up of the Energy and Infrastructure segment (E&I). You will lead in challenging and supporting the capability and development of the commercial team, continuously challenging the status quo and ensuring global alignment of performance to delivery on key priorities and financial objectives.

Here’s some of the other things you can look forward to:

  • Partner with our region/country leaders and global cross-functional teams to identify needs and gather input for global salesforce effectiveness.
  • Deliver positive impact on the sales organization through the execution & adoption of key strategic initiatives.
  • Contribute from your scope (Region / Segment) to improve and embed our global standardized Commercial Excellence program, enhancing individual and team capabilities, processes and tools used for commercial operations.
  • Monitor & drive Performance and ROI analysis for key customers and Products.
  • Lead continuous improvement within the global commercial organization, driving productivity improvement and resources prioritization for revenue growth opportunities.

Moreover, you will have the opportunity to work with our Key Commercial Support, where you will:

  • Become a key partner on key commercial aspects such as pricing, profitability analysis and recommendations, market segment analytics, financial modelling and negotiation on a dedicated geographics and segment.
  • Own the pipeline quality and consistency and conduct regular sales and pipeline analysis.
  • Contribute to the sales management meeting cadence with ComEx performance review.
  • Facilitate growth acceleration activities across the Key Accounts and Regional customers and turnaround action plans on low profitability accounts.
  • Monitor industry leading practices and evolving trends and drive appropriate adoption.

You will also have the opportunity to work with Leadership and People Management, where you will:

  • Redefine key competencies of our Sales organization.
  • Identify and develop Training and Development requirements accordingly.
  • Establish & drive individual KPI’s, monitor performance and address gaps effectively.
  • Develop, upgrade and monitor incentive systems.
  • Serve as point person in markets to coordinate asks from global commercial excellence.
  • Model the company’s values in all internal and external dealings, exhibiting desired behaviors and approaches in all business activities.

In this role you will need to drive your own team to partner with P&L and cross-functional leaders to deliver tangible sales results in your area. You will collaborate with ComEx global Functional leads in the design and set up of sales and commercial rules and ensure a high degree collaboration with your peers across regions for best practices sharing.

You will be joining a dedicated team of 8 peers situated in 5 different locations. You will be based in Hempel’s headquarters in Kgs. Lyngby, or in other Hempel Offices across Europe, and have up to 30% of travel activity.

What do you need to be successful in this role?

  • 10/12+ years of relevant experience in sales operations/previous field sales experience.
  • A degree in Engineering, Business Administration, Econometrics / Data Science.
  • Experience in Strategic Consulting & Change Management.
  • Agile with Excel models (Large data set analysis), good capabilities in CPQ, Power BI, CRM operations.
  • Strong people & team leadership competencies to build, operate and lead a best in class operational team to deliver targeted outcomes.
  • Demonstrated experience in field analysis, reporting and technology implementations.
  • Experience or understanding of customer engagement frameworks, digital channels and new engagement models.
  • Experience in operating in high complex matrixes engaging cross-functional and x-country teams and developing deep collaborations with partners as well as senior leadership.

Sounds like a match?

Welcome to apply Click the ‘Apply for position’ button in the top-right corner and submit your application letter with a CV in English via our recruitment system. Final deadline for applications is 26 November 2024. For further information about the job, please contact Abbie Zhou –

About Us

Hempel is a world-leading supplier of trusted coating solutions working with customers within the decorative, marine, infrastructure and energy industries. Our purpose is to shape a brighter future with sustainable coating solutions, and being owned by the Hempel Foundation gives us the stability, means and purpose to deliver lasting, positive change in the world.

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