Head of Commercial Excellence

Head of Commercial Excellence

Job Description:

Job Description

As Director – Commercial Excellence (Integration) at ESAB, you will play a critical role in driving commercial performance and value capture across acquired businesses, with a focus on accelerating organic growth, expanding margins, and improving salesforce effectiveness.

You will lead the commercial integration agenda, including pricing strategy, sales operations, and go-to-market alignment, ensuring that acquired businesses are effectively integrated into ESAB’s commercial frameworks and best practices. You will analyze market dynamics, customer segments, and competitive positioning to define and execute winning commercial strategies.

This role is accountable for delivering measurable financial impact through the deployment of best-in-class commercial tools, processes, and performance management systems across integration programs.

You will report directly to the VP Commercial Excellence, operate in a remote environment, and travel as required.

Responsibilities

• Develop and implement best-in-class sales management practices across the organization to drive revenue growth planned in white paper and improve sales effectiveness
• Support business development in selected new segments and with prospective customers
• Design and implement training programs to elevate the skills and capabilities of the global sales and commercial teams, e.g., related to value selling and customer value proofing
• Together with BAs define and co-drive initiatives focused on service business growth and improvement of customer relationship stickiness over the life cycle
• Identify, evaluate, and implement advanced sales and commercial tools and technologies to streamline processes and enhance productivity
• Act as a strategic partner to (Business) Area leaders, providing insights and support to drive commercial success and alignment with overall business strategy
• Recruit, train, mentor, and develop a high-performing team, fostering a culture of excellence and continuous improvement
• Group Pricing Strategy: Create and execute both tactical and strategic pricing frameworks for the Group, focusing on value capture across new build projects and service / aftermarket.
• Team Leadership: Build and lead a core team with allocated budget and resources.

Commercial Strategy

• Execution of long-term profitable growth plan through commercial initiatives
• Identify and develop market “white space” opportunities through data-driven targeting and account analysis
• Design segment-specific commercial playbooks for growing installed base and aftermarket businesses
• Partner with commercial leadership to align CRM strategy with growth initiatives and strategic priorities
• Ensure strategy is deployed in budget with growth bridges along with adequacy in initiatives
• Ensure quota/ SIP deployment of 2X the growth targets in budget, and CRM pipeline adequacy

SFDC CRM Business Ownership & Commercial Architecture

• Serve as the business owner of Salesforce (SFDC) and define global CRM operating model
• Establish standardized sales workflows, opportunity stages, and commercial governance policies
• Define lead-to-opportunity-to-win milestones to improve pipeline visibility and forecast accuracy
• Develop executive dashboards providing leadership with real-time insights on pipeline health and regional performance

Sales Coaching & Enablement

• Provide one-on-one and group coaching to sales teams focused on solution selling, value-based engagement, and complex deal navigation.
• Share best practices for selling to channel partners, general contractors, and subcontractors, leveraging real-world experience.
• Build roadmap for sales technologies platform and execution in budget

Strategic Account Management

• Mentor sales teams on building customer-ready business cases, account planning, and long-term relationship strategies.
• Guide teams in navigating complex procurement processes and contractor ecosystems.
• Collaborates with leadership team and Division’s sales leadership to develop: Accounts: Design and implement group-wide Key Account Management, including matrix and dotted-line processes

Incentives & Commercial Performance Management

• Define KPIs for coaching impact, including sales productivity, pipeline velocity, and customer satisfaction.
• Provide regular insights and recommendations to senior leadership on sales capability development.
• Partner with Finance to design commission and incentive structures aligned with growth priorities
• Establish SFDC-based governance for commission triggers and payment eligibility milestones
• Implement short-term incentive programs (SPIFFs) to accelerate growth in strategic or underpenetrated markets
• Ensure alignment between sales incentives, pipeline development, and strategic account growth
• Stay updated with industry trends and best practices in sales quotas and incentives schemes

Qualifications

You Must Have

In terms of the performance and competencies required for the position, we would highlight the following:

• Experience: Proven B2B commercial leader with track record in industrial machinery, project business, and/or aftermarket/service. Strong analytical skills with experience in using advanced sales tools, CRM systems, and market intelligence frameworks for data-driven decision-making.
• Commercial Acumen: Deep expertise in sales, pricing, and commercial excellence. Ideally with exposure to best-in-class industries or consulting practices.
• Frontline Leadership: Comfortable engaging directly with customers and leading from the front together with the P&L owners and Sales organizations.
• Organizational Impact: Ability to create pull, but also exercise and gain acceptance for push, in the organization, driving change and adoption of new commercial models, best practices, etc. Proven ability to lead, mentor, and develop high-performing teams, fostering cross-functional collaboration and alignment with business objectives.
• Strong financial modelling skills as demonstrated by the ability to create P&L analysis with multiple scenarios
• Excellent executive level communication and presentation skills, with the ability to effectively convey complex concepts to both technical and non-technical audiences.

We Value

• MBA or advanced degree preferred
• Strong record of delivering results through influence, negotiation, and problem resolution
• Exceptional planning, execution, and project management capabilities
• Demonstrated ability to lead large-scale transformational initiatives across multiple functions
• Excellent executive level communication and stakeholder management skills
• Strong change leadership, influencing and executive presence skills
• Self-starter capable of managing tasks with minimal guidance
• Proactive in identifying issues and ownership to resolve them.
• Results-focused with a successful record of accomplishments through skilled use of influence, persuasion, negotiation, and problem resolution.
• Experience working with teams across multiple sites/time zones; ability to develop effective working relationships and highly responsive.

Experience Level

Executive Level