Head of Commercial Planning & Performance Management

The Role

The Global Head of Commercial Planning and Performance Management is an important role, which will be a core part of driving the evolution of our Commercial function from good to great.

Reporting to the Global Head of Commercial Excellence and being part of the Global Commercial Excellence Leadership Team, this role owns the Commercial Planning and PerformanceManagement program encompassing assignment of customers to segments, optimization of sales coverage across segments and geographies, sales target setting as well as sales, marketing and product performance management processes, dashboards and reporting. The latter includes working closely with the Global Commercial Leadership Team and colleagues from the Human Capital function on designing, evolving and running relevant sales incentive schemes.

The successful candidate will blend strong prior experience in Commercial Planning and Performance Management with strong analytical, program management and communication skills to drive continuous improvement and relevant step changes on the journey towards excellence. They will leverage relevant technology as well as the broader organisation to achieve this.

Key Responsibilities

Program Leadership

• Lead the organization’s global Commercial Planning and Performance Management function and design, orchestrate and drive a program to take this function from good to great.
• Collaborate with relevant stakeholders to bring the program to life.

Commercial Planning

• Own, maintain and continuously improve the processes and tools for Commercial Planning.
• Responsible for regular reviews of Target Markets, Customer Segmentation and Sales Coverage to optimize return on sales investment and deliver on our strategy
• Manage sales planning, budgets and target setting in accordance with strategic direction and ambition

PerformanceManagement & Reporting

• Own, maintain and continuously improve the processes and tools for Commercial performance management.
• Drive Commercial performance management and reporting including establishing metrics, dashboards and meeting/review cadences to improve Commercial performance.
• Own relevant Commercial reporting including weekly, monthly, quarterly and annual reporting
• Help to foster a culture of ownership, performance and continuous improvement within the Commercial Function
• Collaborate with Global Commercial and Human Capital leaders on establishing, maintaining, developing, and running an effective Sales Incentive Scheme

Job Requirements

EDUCATIONAL QUALIFICATIONS:

• College degree or 8+ years of relevant experience
• Ongoing commitment to training and professional development in Commercial Planning & Performance Management (through conferences, courses, certifications etc.) to stay current with industry best practices

RELEVANT EXPERIENCE:

8+ years of progressive experience in at least four of the following disciplines:

• Commercial Excellence
• Sales Planning and Optimization
• Performance Management & Reporting
• Sales Incentive Scheme Management
• Process Ownership
• CRM Management
• Program Management
• Sales Management

KNOWLEDGE & SKILLS:

• Knowledge of standard Commercial processes and tools  
• Ability to translate data into actionable insights for stakeholders at all organizational levels
• Proficiency in turning relevant KPIs (e.g., Pipeline, Velocity, Win rates, Wins, Conversion, CRM adoption, contract completion, Accounts Receivables etc.) into clear dashboards and executive briefings using platforms such as Power BI, enabling data-backed program decisions

PERSONAL CHARACTERISTICS & BEHAVIOURS:

• Accountable and results-focused
• Analytical and data driven
• Structured and process minded
• Proactive and curious (including keeping up with the evolving technology)
• Collaborative (ability to partner with a global team is key)
• Adaptable and resilient

TRAVEL REQUIREMENTS:

Limited international travel for team alignment and strategic workshops.