Director, Commercial Excellence, Construction Materials - SSC

Conduct thorough analysis of existing sales organizations, go-to-market strategies as well as sales & customer service processes to identify opportunities for improvement and implement targeted interventions.

• Facilitate initiatives with business and sales teams to analyze market trends, customer behaviors and competitive dynamics.
• Support sales leaders with strategic initiatives such as salesforce assessments, territory planning, strategic pricing analytics and go-to-market strategy development.
• Establish and oversee salesforce effectiveness & productivity KPIs—highlight improvement opportunities to business and sales leaders.
• Work closely with Sales, HR, and Finance teams to continuously improve as well as administrate sales incentive programs (SIPs).
• Pricing Management

Oversee transactional pricing, ensuring accuracy and consistency. Develop and maintain pricing frameworks that balance profitability with market competitiveness, considering factors such as cost structure, customer value perception and competitive landscape.

• Collaborate closely with sales and marketing teams to develop customized pricing solutions that meet the unique needs of key customers and drive value creation.
• Identify and address price and revenue leakages in collaboration with customer-facing teams. Conduct thorough analysis of contracts and pricing data to identify opportunities for optimization and revenue enhancement. Implement robust discount controls and processes to minimize revenue leakage and ensure pricing integrity.
• Salesforce Experience

Take ownership of the Customer Relationship Management (CRM) strategy and development roadmap. Oversee ongoing CRM enhancements in collaboration with IT.

• Develop comprehensive eCommerce strategies that leverage market insights and customer segmentation to drive revenue growth. Oversee the development & deployment of eCommerce systems in collaboration with IT.

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