Head of Commercial Excellence

Alfalaval
Dubai, Abu Dhabi
Workplace: OnsiteFull timeFunction: Administration & Executive AssistanceExperience: 10+ yearsEducation: bachelorsSkills: ["Coaching","Analytical thinking","Stakeholder management","Influencing","Relationship-building"]

Lead Sonihull’s global sales excellence by partnering with Regional Business Managers in the field to sharpen commercial execution and capability. Review and redesign sales operations and governance, including CRM usage, pipeline reporting, quoting/pricing approvals, and KPI structure. Strengthen alignment between global sales leadership and regional teams, address Sonihull adoption gaps across regions, and contribute to the evolving global commercial strategy.

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Alfalaval
Alfalaval
2 days ago

Head of Commercial Excellence

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Last checked: 18 hours agoStatus: Live

Job Summary

Lead Sonihull’s global sales excellence by partnering with Regional Business Managers in the field to sharpen commercial execution and capability. Review and redesign sales operations and governance, including CRM usage, pipeline reporting, quoting/pricing approvals, and KPI structure. Strengthen alignment between global sales leadership and regional teams, address Sonihull adoption gaps across regions, and contribute to the evolving global commercial strategy.
Location: Dubai, Abu Dhabi
Workplace: Onsite
Employment Type: Full time
Job Function: Administration & Executive Assistance
Seniority: Sr. Director level

Key Responsibilities

  • •Partner with Regional Business Managers in the field to shadow engagements, sharpen commercial execution, and coach best practice.
  • •Design and roll out a structured coaching/onboarding/capability-development approach for the global RBM network, closing skill gaps region by region.
  • •Review and improve sales operations and governance, including CRM usage, pipeline reporting, quoting/pricing approval workflows, and KPI structure; establish forecasting and performance reporting cadence.
  • •Strengthen global-to-regional alignment between global sales leadership and regional networks, advising on operating rhythm, decision-making, and the global sales agenda.
  • •Investigate Sonihull adoption drivers across regions and implement targeted interventions to close adoption gaps and deepen collaboration between Sonihull and Alfa Laval regional sales teams.
Travel: Extensive travel

Key Requirements

  • •10+ years of international B2B sales leadership experience, ideally in industrial, maritime, or technical solution sales.
  • •University degree in business, engineering, or related field; MBA advantageous.
  • •Proven track record coaching and developing distributed sales teams across a matrixed, multi-regional structure.
  • •Experience diagnosing and redesigning sales operations, governance, or organisational structures (sales operations, commercial excellence, or management consulting is a strong plus).
  • •Strong influencing and relationship-building skills with senior leadership and field teams; fluent English (spoken and written).
Experience:10+ yearsB2BIndustrialMaritimeTechnical solutions
Education:Bachelor's
Skills:CoachingAnalytical thinkingStakeholder managementInfluencingRelationship-building
Languages:English
Tech Stack:CRM

Company Brief

Alfalaval
Designs and manufactures heat transfer, separation and fluid handling equipment and systems for industries including energy, food, water, marine and wastewater to improve productivity, energy efficiency and environmental performance.
Industry: Industrial Machinery
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Lund, Sweden
Founded: 1883
WebsiteLinkedIn