Head Of Commercial Excellence

About the role

Alfa Laval’s Sonihull business is seeking a senior leader to drive commercial excellence across its global sales organisation. Reporting to the Head of Sales – Sonihull, you will work hands‑on in the field with Regional Business Managers, sharpen commercial execution, and elevate sales operations and governance.

Key responsibilities

• Partner directly with Regional Business Managers, shadowing customer engagements and coaching best‑practice commercial execution.
• Design and roll out a structured onboarding, coaching, and capability‑development programme for the global RBM network.
• Conduct a comprehensive review of current sales operations, including CRM usage, pipeline reporting, quoting and pricing approval workflows, and KPI structures.
• Implement an improved sales‑operations model that ensures consistent, scalable execution across all regions.
• Establish clear standards and cadence for sales forecasting, pipeline management, and performance reporting.
• Strengthen the operating rhythm, communication, and decision‑making between global sales leadership and regional teams.

Required profile

• Proven, hands‑on sales leader with a track record of driving commercial performance at a global scale.
• Experience coaching and developing sales teams, identifying and closing skill gaps.
• Strong analytical mindset to review and redesign sales governance and operations.
• Ability to work extensively in the field, building relationships with regional managers.

Required skills

• CRM systems usage and optimisation.
• Pipeline reporting and forecasting.
• Quoting and pricing approval workflow design.
• KPI definition and performance measurement.