Global CPM - Commercial Performance Manager

About the role

The Global Commercial Performance Manager is a strategic role responsible for maintaining the commercial integrity of the PT organization. It focuses on Inquiry-to-Order (ITO) governance, ensuring that commercial activities from lead management through handover to the execution team are compliant, risk-mitigated and optimized for profitability. The role uses Salesforce (SFDC) as the main engine for analytics to support pricing strategy and ITO process optimization.

Key responsibilities

• Own global ITO process governance, ensuring adherence to internal policies, delegation of authority (DOA) and regulatory compliance
• Risk assess complex, high-value opportunities and make Go/No-Go recommendations based on contract terms and financial exposure
• Create and manage commercial risk playbooks and keep the organization audit-ready
• Use Salesforce to give real-time visibility of pipeline health, ITO cycle times and risk concentration across regions
• Analyze team performance to find sales funnel bottlenecks and improve conversion speed
• Analyze margins, monitor discount leakage and recommend pricing strategies
• Build executive dashboards tracking commercial team effectiveness and the risk profile of the global backlog

Required profile

• Bachelor's degree in Business, Finance, Engineering or a related field
• 10+ years in commercial operations or risk assessment within a large, complex industrial or B2B organization
• Demonstrated expertise in risk management, deal structuring or complex contract compliance (mandatory)
• Proven ability to influence senior stakeholders and lead cross-functional teams under pressure
• Experience in a multinational organization with knowledge of global trade compliance and regional commercial nuances