Commercial Excellence
#LI-eAU
Position Overview:
The Commercial Excellence role is a key position focused on driving the overall effectiveness and efficiency of commercial activities within the organisation. This hands on role works towards alignment between the commercial, sales, and marketing functions while focusing on enhancing sales processes, pricing strategies, and customer experiences. The Commercial Excellence professional will work collaboratively across teams to optimise the sales cycle, implement effective pricing strategies, and support key commercial projects that deliver sustainable, profitable growth.
This position is integral in ensuring the business's commercial efforts are strategically aligned with the organisation’s long-term vision, with a strong emphasis on fostering a culture of collaboration and customer centricity, continuous improvement, and entrepreneurial thinking to seize opportunities for growth. The role will be based out of DHL eCommerce office in Sydney, Australia.
Key Responsibilities include and not limited to:
1. Sales Performance Optimisation:
- Implement tools, processes, and metrics to measure and track sales performance and productivity.
- Identify areas for improvement across the sales process, including lead generation, conversion rates, and sales cycle time.
- Design and execute sales training programs to enhance the effectiveness and capabilities of the sales force.
- Work closely with sales teams to define performance goals, KPIs, and track progress, recommending corrective actions as necessary.
2. Pricing Strategy and Revenue Optimisation:
- Develop pricing models that balance customer value with competitive advantage, while driving revenue and improving profit margins.
- Publish standard and customised rate proposals to support the ongoing business requirements
- Continuously monitor and adjust pricing strategies in response to market conditions, cost structures, and competitor pricing.
- Manage discounting and promotional strategies to ensure profitability, while safeguarding long-term customer value.
3. Cross-functional Collaboration:
- Collaborate with Customer Service, Marketing, Finance, Operations, and Project teams to ensure commercial objectives and strategies are aligned across departments.
- Translate market and customer insights into actionable strategies that can be executed across various functions of the business.
- Foster seamless communication between commercial teams and back-office functions, promoting collaboration for effective execution of commercial initiatives.
4. Customer Insights:
- Identify opportunities for enhancing customer experience and building long-term relationships through personalized solutions and consistent service delivery.
- Analyse customer feedback and satisfaction data to develop initiatives that improve customer retention, loyalty, and lifetime value.
- Work with customer service teams to identify and resolve customer pain points, thereby improving overall satisfaction.
5. Sales Enablement and Tools:
- Oversee the development and implementation of sales enablement tools (Sales Force, analytics dashboards, etc.) that empower sales teams with the insights and resources they need to succeed.
- Ensure that sales teams are equipped with up-to-date materials, content, and training to communicate the business’s value proposition effectively.
- Implement advanced analytics to provide deeper insights into sales performance, customer behavior, and pipeline health.
6. Commercial Metrics & Reporting:
- Define and track key performance indicators (KPIs) to measure commercial success, such as sales growth, market share, customer acquisition costs, and ROI.
- Generate reports and dashboards to monitor performance, identifying gaps, and recommending strategies for improvement.
- Present commercial performance insights and strategy recommendations to senior leadership and key stakeholders.
7. Sales Cycle Management:
- Lead the adoption of new processes, technologies, and best practices across the commercial organisation to optimise the sales cycle.
- Identify inefficiencies and streamline sales and marketing processes to improve productivity and effectiveness.
- Drive continuous improvement initiatives to ensure the commercial organisation adapts to evolving market conditions.
8. Project Support:
- Participate in and support the end to end delivery of the projects related to commercial processes, including pricing, billing, and product-related initiatives, ensuring timely and successful execution.
Skills & Qualifications:
• Analytical Skills: Expertise in analysing complex data sets and using advanced tools to assess market trends, customer behavior, and sales performance.
• Collaboration: Ability to work cross-functionally, influencing stakeholders and ensuring alignment between different departments.
• Sales Process Expertise: Deep understanding of the end-to-end sales process, from lead generation and qualification to closing deals and customer retention.
• Communication: Strong verbal and written communication skills to convey complex strategies and insights to diverse audiences, including senior leadership.
• Project Management: Ability to manage multiple projects simultaneously, ensuring timely execution and alignment with organisational priorities.
• Technology Proficiency: Familiarity with Sales Force, data analytics platforms, and SAP.
Education & Experience:
• A Bachelor’s degree in Business, Marketing, Sales, or a related field is required.
• 5+ years of experience in sales, marketing, or a related commercial function, with proven success in driving commercial strategies and delivering business outcomes.
• Experience in managing large, cross-functional projects with a strong track record in sales strategy, pricing, and performance management.
Key Competencies:
• Strong business acumen and entrepreneurial mindset.
• Ability to think strategically and execute tactically.
• Highly collaborative and a team player with a results-driven approach.
• Detail-oriented, yet capable of seeing the bigger picture.
• Driven by a commitment to continuous improvement and excellence.
Reports to:
• Hard line into Head of Finance and Commercial
• Dotted line into Head of Sales
Direct Reports:
• Potentially
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