Commercial Excellence Manager – EMEA

Calderys

Internal strategy consultant driving commercial excellence across sales, marketing, and data analytics in EMEA. Partnering with cross-functional teams for strategic and operational initiatives.

Posted 6/2/2026full-timeParis • 🇫🇷 FranceMid-LevelSeniorWebsite

Tech Stack

Tools & technologies

CloudERPTypeScript

About the role

Key responsibilities & impact

Lead segmentation and coverage refreshes; define role charters and interfaces (KAM, Account Manager, SAT, TS, CS) to remove overlap and improve throughput.
Run focused commercial diagnostics (pipeline health, conversion drivers, share of wallet, activity quality) and translate insights into actionable playbooks and quarterly improvement sprints.
Design sales process & governance (qualification criteria, stage definitions, exit gates, win‑loss hygiene).
Strengthen pipeline management and forecasting discipline with simple, auditable routines.
Industrialize account planning (templates, value hypotheses, whitespace mapping, review cadences).
Define visit quality standards and enable value‑based conversations in field and remote motions.
Drive CRM adoption (layouts, fields, automation, mobile usage) and establish one‑truth reporting for funnel, activity, and forecast.
Co‑build role‑specific dashboards (KAM / AM / SAT / TS) and a CE scoreboard (e.g., coverage, conversion, price attainment, SoW, SLAs).
Partner with Data/IT on data quality (master data, deduplication, governance) and pragmatic enhancements.
Act as program owner / PMO for cross‑regional CE initiatives (e.g., new sales model roll‑out, playbooks, tool deployments, training).
Establish playbooks, templates, RAID logs, timelines, KPIs; run steering routines and ensure benefit tracking from pilot → scale.
Create crisp, executive‑ready slide materials to support top‑management decision making across workstreams.
Create enablement assets (sales plays, call guides, objection banks, proposal standards).
Deliver training & coaching (workshops, deal reviews, forecast clinics) and cultivate habit‑forming rituals (weekly pipeline, monthly account reviews, QBRs).

Requirements

What you’ll need

Experience: 6+ years (Manager) / 8+ years (Senior Manager) in Commercial Excellence / Sales Excellence / Strategy / Commercial Transformation (consulting or in‑house), with a track record in GTM design, sales process improvements, and cross‑regional PMO delivery.
Systems & Analytics: Strong CRM fluency (e.g., Salesforce Sales Cloud) and analytics mindset; able to convert data into clear actions and frontline‑ready tools.
Stakeholder Leadership: Credible with senior leadership across Sales, Marketing, Product, Technical Support, Customer Service, Finance, and IT/Data; excellent communication (concise, visual) and change management skills.
Industry Fit: Industrial / engineering‑heavy B2B background (e.g., refractories, thermal processes, chemicals, materials) preferred.
Toolkit: Prior consulting‑style experience (hypothesis‑driven problem solving, structured storytelling); familiarity with data governance / master data in CRM/ERP landscapes.
Master’s degree in Business, Engineering, Data/Analytics or related; MBA is a plus.
Fluent English; additional EMEA languages are a plus.
Travel: ad‑hoc for projects, workshops, team meetings, or pilots.

Benefits

Comp & perks

Travel: ad‑hoc for projects, workshops, team meetings, or pilots.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

CRM fluencySalesforce Sales Clouddata governancemaster data managementGTM designsales process improvementscross-regional PMO deliveryanalytics mindsetpipeline managementforecasting

Soft Skills

stakeholder leadershipexcellent communicationchange managementcoachingtrainingstructured storytellinghypothesis-driven problem solvingexecutive presentationcollaborationactionable insights

Certifications

Master's degree in BusinessMaster's degree in EngineeringMaster's degree in Data/AnalyticsMBA