Position Overview:
The Head of Commercial Operations will play a critical role in driving business growth and operational efficiency across the EMEA region. This role is responsible for overseeing sales operations, pipeline management and analytics, and strategic initiatives that support the commercial team's objectives. The ideal candidate will have strong leadership skills, a data-driven mindset, and the ability to work cross-functionally to optimize commercial performance.
Key Responsibilities:
* Act as operational business partner to the Commercial Director, EMEALA.
* Develop and execute commercial operations strategies to support quota setting and attainment, front-line sales capacity planning and coverage, sales productivity, secured order / revenue growth (systems and service), margin expansion and capture of market-share entitlement.
* Lead and manage the commercial operations team, ensuring alignment with business goals and objectives.
* Align regional commercial activities and successfully deploy enterprise initiatives within the EMEALA region.
* Oversee sales operations, including pipeline management, forecasting, and performance analysis.
* Drive business analytics and insights to support strategic decision-making.
* Continuous improvement of core commercial intensity cadences, focused on improving pipeline health and win rates.
* Implement and optimize CRM and other sales tools as the application subject matter expert, enhancing efficiency, improving, and simplifying the user experience and ensuring data accuracy.
* Technology and process improvements to refine and simplify the ecosystem in which sales professionals win; particularly leveraging salesforce.com as the core CRM application, and expanding into areas such as sales coaching, configure – price – quote (CPQ) and marketing / lead automation.
* Collaborate effectively with sales, marketing, finance, IT, pricing, and product teams to streamline processes and improve operational execution.
* Align with pricing strategies, operational execution, and revenue optimization initiatives.
* Monitor key performance indicators (KPIs) and provision of actionable insights for commercial reviews and business planning discussions.
* Continually evaluate performance to identify future opportunities for improvement and barriers to achieving strategic growth and financial objectives.
* Collaborate with Learning & Development teams to design and deploy impactful onboarding / ongoing seller and manager training, including effective use of sales tools, coaching skills, solution selling etc.
* Use eNPS pulse scoring and insights to inform deployment of initiatives that improve the employee experience within sales teams, increasing engagement.
* Work closely with Total Rewards teams on continuous improvement of Sales Incentive Plan design to maximise effectiveness and reward/recognition of sales teams.
* Identify and mitigate risks to commercial operations, ensuring compliance with company policies and industry regulations.
Qualifications:
* Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA preferred.
* 8+ years of experience in commercial operations, sales operations, or related roles, with at least 3 years in a leadership position.
* Strong analytical and problem-solving skills with a data-driven approach.
* Proficiency in CRM systems (Salesforce a distinct advantage) and business intelligence tools (e.g., Power BI).
* Excellent leadership, communication, and interpersonal skills – including the ability to succinctly clarify, explain and engage others in concepts and initiatives.
* Proven track record of driving operational improvements and supporting secured order growth.
* Ability to thrive in a fast-paced, dynamic environment with cross-functional teams.
Key Competencies:
* Strategic Thinking
* Analytical Acumen
* Leadership & Team Management
* Communication & Influence
* Project Management
* Problem Solving
* Adaptability
What We Offer:
* Competitive salary and benefits package.
* Hybrid working model with flexibility to suit your needs.
* A collaborative and inclusive work environment.
* Opportunities for professional development and growth.
* The chance to collaborate with a global leader in smart building solutions.
Join us and be a part of a team that values your contributions and supports your growth!
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