Group Commercial Excellence Project Lead
il y a 5 jours
The Company
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The Position
Group Commercial Excellence Project Lead
Job Summary
What you will do at Imerys:
Context:
Imerys Commercial Excellence Program is set up around 3 pillars: Creating Market Offerings, Delivering Solutions and Capturing Value. The Group Commercial Excellence team works towards accelerating Imerys’ organic growth and driving Pricing Discipline. In close collaboration with the 5 Business Areas, the Team defines and digitalizes the business processes, tools and training for the commercial community of sales, marketing, customer service and technical support.
Customer centricity being the cornerstone of the new Imerys mindset, the Group Commercial Excellence Team acts as “In-House” Consulting Group of Imerys, serving its internal customers with customized offerings, high quality and business impact.
Main Responsibilities:
Reporting directly to the Commercial Excellence Business Partner, in this global role, you will deliver key impacts on the efficiency of the commercial functions. In order to achieve the group’s ambitions, you will:
- Contribute to the Company’s effort to implement a Commercial Excellence program to boost profitable organic growth and improve cash generation.- Lead or support the implementation of Sales, Marketing and Pricing processes and tools (e.g. Sales Acceleration, Sales Huddles, Market Segment strategy process, Product Portfolio management, Pricing Set up and Execution, Product road mapping via Stage Gate, Commercial Incentives, etc.) and the sustainable embedding of the enhanced ways of working in the Market Segments- Lead or support the content development of capability building projects for sales, marketing and pricing topics and supports the development roadmap for the Business Area commercial functions together with Business Area and Group Learning & Development Teams- Lead Sales, Marketing and Pricing working sessions and interactions together with Sales, Marketing Teams or with the Market segment Business Performance Managers or Analysts or Finance Teams- Lead or support the central design of specific Commercial Excellence Levers (Segment Planning, Value Proposition, Commercial Execution, Customer Experience, Enablers) together with the Commercial Excellence Business Partner- Lead or support the monitoring of sales & marketing performance KPIs in the BAs
Identification of needs:
- Proactively identifies required competencies, capabilities, processes and trainings for the Business Areas and Market segments to ensure alignment with the Group Commercial Excellence programs
Development:
- Leads and prepares interactive workshops using best practices in Customer experience, design thinking and customer journey and delivering clear and tangible outcomes- Ensures the Project Management and content delivery- Leads or supports Business Area wide capability build up and training on various sales, marketing, technical and customer service competencies- Leads or supports the build up of KPI’s in alignment with Market Segment teams, Business Area Business Development teams to gauge success of segment and regional plans, pricing, brand and distribution model, customer satisfaction (e.g. CSAT, CES or NPS)- Eventually, acts as a Proxy Global Process Owner defining the commercial processes (L1 - L4, SIPOC)
Execution & Change Management, Monitoring & Continuous Improvement:
- In cooperation with Sales and Marketing colleagues, supports and monitors margin improvement implementation in line with strategy and actions (e.g. increasing core assortment, implementing price increase, optimizing product mix, optimizing customer mix, reducing complexity)- Identifies, reports and discusses key issues and develops action plans with the Commercial Excellence Business Partner- Shares experiences and best practices in and between Sales, Marketing, Customer Service, technical service and Commercial Excellence teams- Once implemented, supports the coaching of the key cross-functional processes
Your Profile:
- Masters Degree in Marketing/Business, MBA is a plus,- 5+ years of experience in sales/marketing, commercial excellence, business transformation, consulting or business management.- Solid Experience in Customer Experience (Cx), insights, design thinking and customer journey, in change management in complex and multi-cultural environments- Commercial digitalization Experience in CRM Sales Force, pricing and CPQ software, webshop, E commerce and social media- Ideally solid experience in B2B sales & marketing in a best practice environment or a leading company having done its commercial transformation from asset to customer centric- Analytical with good financial acumen- Ability to lead a diverse, cross-divisional project teams to achieve business results- Proven ability to identify business opportunities and develop appropriate plans and relationships that deliver results within a diverse and c
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