The fast-changing market requirements for our Business Unit Warehouse Solutions (BU WS) mean we need to adapt to stay ahead. In your role as Commercial Excellence Director your challenge is to take ownership for a highly efficient and effective sales process and to maximize Vanderlande’s commercial success.
As a Commercial Excellence Director you will take ownership for driving the commercial excellence processes and supporting systems in the business unit Warehousing Solutions. You will be driving the commercial teams to optimize their sales efforts and utilizing resources in the best possible way. This position will serve as a strategic leader across our commercial go to market strategy, ultimately supporting Vanderlande’s business and growth objectives.
This newly developed role is the king-pin in ensuring the maximum performance of the local sales teams. Organizing and managing governance structures to support the change and take responsibility for enabling the sales teams and further developing their sales skills.
Leading for operational excellence, you will execute ownership for core areas of our sales process such as business planning, regular performance reviews, sales forecast monitoring and internal and external stakeholder management.
Translating the strategy for each market segment and solution into measurable and predictable performance within all commercial activities needs to be done by leading all initiatives to be every day better in our commercial activities. You are supporting the local sales organizations in our 3 customer centers by driving lead generation effectiveness, sales funnel management, business -and market development and using win/lost analysis to continuously improve out competitiveness.
In this role you will lead the strategic business planning process, define commercial performance criteria and implement governance and reporting structures to make them transparent and integrated in the commercial teams. You initiate improvement programmes to increase our commercial performance.
Part of the role of Commercial Excellence Director, will be to organize Global Key Account management by leading the Global Key Account Program to continuously build sustainable profitable relationships with our most important customers. In this role, you take ownership for the full key account approach. As a result, you define development plans and governance structures to maximize the success of the Key Account Program.
The Commercial Excellence Director will report to the Director Strategy and Marketing of the Warehousing Solutions Business Unit and has one direct report , the Commercial Excellence Manager. This role is part of the management team of the Marketing and Strategy Department of the Warehousing Solutions Business Unit.
In this position, you will:
Lead a cross-functional team to integrate commercial improvement and excellence activities into a comprehensive business unit plan to drive Vanderlande competitiveness
Be responsible for commercial performance measurement and translation to actions
Take ownership for enabling sales teams globally in topics like creating value propositions, sales planning & strategies and other relevant sales skills
Own and foster commercial excellence methodologies, frameworks, processes, tools, organization, and governance, incorporating continuous improvement with key stakeholders
Define and execute integrated and aligned approach from business planning, incentive setting, performance measuring and defining actions to secure commercial success
Lead the commercial teams to organize sales events in coordination with BU WS marketing department
Define, implement and maintain the sales process, tools and systems to effectively manage opportunities and sales operation Implement proper reporting and governance structures to ensure best possible level of insights and information to involved stakeholders on the key aspects of sales cycle and performance
Fill in the role of Global Key Account Director and strategically develop Vanderlande’s Key Account Program further to ensure profitable sustainable relationships with our most important customers
Define account-based selling strategy together with local Customer Centers and support building relationships to influencers (e.g. Consultants) on a strategic level
The Commercial Excellence Director is part of the Strategy and Marketing department of the Business Unit Warehouse Solutions. This team drives the end –o-end commercial development: from being responsible for the translation of the VI strategy into segment strategies and market approach, into solution design and deployment, into driving marketing on the basis of our value propositions and finally in steering and organizing for commercial excellence. We do this for our market segments Fashion, General Merchandise and Food.
Master’s degree in a technical and/or business field.
Minimum of 10-15 years of professional experience in a leading commercial role of high-end investment goods or solutions.
Strong commercial focus and business sense
Strong understanding of the business Vanderlande is in: delivering and servicing solutions to customers
Proven track record of translating business needs into opportunities within a complex business environmentw
customer focused, proactive, creative and innovative.
Well organized, pragmatic,results-focused and fact-based; driven to manage commercial improvement projects from concept to implementation and ensuring adaptation
Able to work well independently and within a team (alternativily: A selfdriven teamplayer)
Strong, convincing communicator with excellent relationship building skills Experienced in project management
Able to challenge the way things have been done and handled, and to drive change and create focus.
Leadership experience in working with multinational teams within a matrix organization.
Willingness to travel internationally (10-30%).
Excellent presentation and communication skills.
Excellent command of English and preferably another language.
Preferably, European based
Vanderlande is the global market leader for future-proof logistic process automation at airports – from London Heathrow to Singapore Changi – and in the parcel market, for main players such as UPS and FedEx. Furthermore, we are also a leading supplier of solutions for warehousing giants, including Amazon and Walmart, which seamlessly integrate innovative systems, intelligent software and life-cycle services.
If you aspire to a position of responsibility – and want to make a difference by facilitating the delivery of what matters most to consumers, passengers and businesses – then the next step on your path to global opportunities is to join Vanderlande. As part of our network and unique culture of freedom and flexibility, you will be connected to our dedicated people, build strong relationships and rise to the challenge of industry-leading projects.
You will grow , take ownership and make every day better as you continue on the road to success with your spirit of adventure – and fulfil your ambitions for personal development through our Academy. Vanderlande will give you the necessary knowledge, tools and support, so that together we have the confidence and ability to exceed our customers’ expectations in over 100 countries.
To achieve our collective goals, you will have a hands-on role working in a positive environment to deliver tangible, state-of-the-art products and improve the competitiveness of our highly visible customers. As an integral part of our team, you will have the enthusiasm and be driven to reach our destination before your next journey with Vanderlande begins…
If the role of Commercial Excellence Director appeals to you, then please apply now by completing the application form, and uploading your CV and covering letter. For more information, please contact Joost van den Eijnden, Recruiter on +31 413 49 52 88 .