RAC Commercial Excellence Business Partner
The world’s leading supplier of mineral-based specialty solutions for industry with 14,000 employees, operations in more than 40 countries, and €4.3 billion in revenue in 2022.
The PositionRAC Commercial Excellence Business Partner
Defining the BA Commercial Excellence roadmap in alignment with Group CeX around support with tools for the sales teams, improvement of commercial process efficiency, support to segments in commercial routines and continuous skill improvement through training.
Drives, embedding and adoption of CeX Levers.
Manages the different stakeholders and governance (e.g. CeX BA SteerCo)
Close collaboration / alignment with Customer Experience.
Understands Business Area and market segment dynamics as basis for Commercial Excellence program requirements and priority settings
Monitors sales & marketing performance and coaches sales, marketing, customer service and technical service colleagues (e.g. monitoring segment and regional strategies, challenging and coaching segment and regional teams, etc.)
Implements 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 ensure sustainable embedding Drives Capability building projects for sales, marketing and pricing topics by taking ownership on the training, learning and development roadmap for the Business Area commercial functions together with Business Area and Group L&D Teams
KEY TASKS AND RESPONSIBILITIES
Is in charge of specific Market Segments to become a trusted advisor by the Market Segments, understanding deeply the value chain, market dynamics and customer & competitive trends of these Market Segments
Is in charge of the BA specific design of specific Commercial Excellence Levers (Segment Planning, Value Proposition, Commercial Execution, Customer Experience, Enablers)
Reviews and integrates contemporary approaches (e.g. data science, digital inbound marketing, e-commerce, dynamic pricing, design thinking, customer experience) to ensure top class understanding of our customers, new business model generation and increase customer satisfaction
Starts from the customer experience using customer journey and design thinking to set up all processes, tools and capability build up
Builds Business Area wide capability on various sales competencies e.g. Sales Performance Management and coaching, Consultative Selling, Account Planning, Key Account Management, Negotiation skills
Builds Business Area wide capability on various marketing competencies e.g. segment planning, brand and product portfolio mgmt. (including pricing), etc.
Builds Business Area wide capability on various technical service competencies e.g. Service offerings, SLA Management, Process design,Value Selling, etc.
Builds Business Area wide capability on various customer service competencies e.g. Service offerings, SLA Management, Process design, etc.
Builds 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)
Participate together with the Commercial HR BP to the annual sales & marketing training roadmap for the Business Area in close coordination with the Business Area and Group Learning & Development teams and aligned with the training, learning and development roadmap for the BA;
Acts as a Product & Process Owner for SMILES. Attached more details on the Product Owner role as part of the Agile delivery methodology for Imerys CRM program.
Execution & Change Management, Monitoring & Continuous Improvement:
Implements, embeds and continuously improves Sales, Marketing and Pricing programs and activities within the Business Areas through specific Change plans (Kotter Model) with the Market segments as decision making entity in close alignment with the Commercial Excellence Champions in the Business Areas (e.g. Market VP, championing Pricing) ;
Once implemented, facilitates the annual global and/or regional market segment planning process in the Business Areas and in the Market Segments and ensures that high quality segment and operational plans are delivered for all segments
Once implemented, coaches the owners of the key cross-functional processes, e.g.:
Coaches the owner and the participants of the product road mapping process (Stage Gate) for the Business Area on the sales & marketing aspects of the process together with the Innovation CoE
Monitors the performance on a periodic basis based on the defined KPIs (customer satisfaction thanks NPS, generated Business Impact, Capability maturity level, process standardisation and adherence level, process cost to serve, ..)
Secure the communication of Market Segments success stories and participates actively to the Commercial excellence Communication plan together with the Commercial Excellence Communication Business Partner.
Customer centric mindset
Business Impact Driven
Showcase organisational acumen
Digital savviness for new business model and digitalisation
Solid interpersonal and influencing ability
Proactive, robust and pragmatic approach
Problem solving and structured approach
Ability to inspire others on a transformational journey
Solid leadership skills and able to manage (cultural) change
Skills / Requirements:
Strong facilitation and collaboration skills
Acute ability to assess and understand the data to "tell the story".
Ability to influence internal and external key stakeholders and build consensus.
Ability to develop strong working relationships with peers and project members.
Ability to provide leadership and direction to cross-functional and virtual teams.
Ability to make decisions and solve problems while working under pressure.
Excellent written and verbal communications skills.
Position TypeFull time
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