Work mode: Hybrid

Onsite Location(s):Madrid, M, ES

Commercial & Customer Engagement (C&CE) Manager Capital Sales and Service EMEA

Over the last three years, we have significantly invested in our Capital Equipment and Technical Service (CETS) capacity to enable our growth, to leverage acquisitions, to bring new digital tools and to create better alignment between our field service engineers and our commercial teams. We’ve nearly doubled our capital equipment-related revenue!

As we prepare for the years to come, when success will be even more dependent on the success of Capital equipment, we are investing in an organization to help accelerate our service revenues, improve CE-selling capabilities, and enable the growth of our franchises and future acquisitions.

The EMEA CETS Commercial & Customer Engagement (C&CE) Manager will be responsible for defining and implementing strategies and tools that drive improvements within the EMEA Capital and Service commercial organization and in partnership with the divisions.
The core objective of this role is:

• Develop and Implement Commercial Strategies: Lead the design and execution of comprehensive capital and service commercial strategies aimed at improving business performance, market penetration, and revenue growth, ensuring alignment with company objectives.
• Optimize Sales Processes: Analyse current Capital & Service sales operations, proposing and implementing improvements to increase efficiency, productivity, and customer satisfaction. Ensure the salesforce is equipped with the right tools and methodologies to achieve optimal performance.
• Data-Driven Decision Making: To steer the transformation through a regular data driven business decision culture across the entire function. Drive a culture of data-driven business decisions by leveraging analytics to assess market trends, customer insights, and sales performance. Provide actionable recommendations to senior management to support continuous improvement and commercial effectiveness.
• Monitor Key Performance Indicators (KPIs): Establish and track key metrics related to commercial excellence, such as revenue growth, profitability, capital sales vs placements, and service penetration. Regularly report progress to the executive team, ensuring full transparency and alignment on commercial goals.
• Lead Change Management Initiatives: Champion organizational change by steering initiatives aimed at enhancing commercial effectiveness, including new systems, processes, and cultural shifts. Collaborate with stakeholders on the roll-out and execution plans to ensure successful transformation towards a more data-driven decision-making culture.
• Cross-Functional Collaboration: Partner with divisional business leaders and cross-functional teams, including marketing, finance, sales, and operations, to ensure alignment between commercial goals and broader business strategies. This also involves working with the Center of Excellence (Co E) to ensure process and technology requirements are captured and standardized across divisions.
• Salesforce Training & Development: Design and implement training programs to enhance the skills of the Capital & Service sales teams, ensuring they stay proficient in the latest tools, techniques, and market trends to improve effectiveness and drive revenue growth.
• Customer Relationship Management (CRM) Optimization: Ensure that the CRM system is fully optimized and effectively used by the sales teams to maintain accurate customer data, improve lead generation, and enhance customer retention efforts.
• Commercial Excellence Initiatives: Lead key initiatives that enable the EMEA Capital & Service sales organization to enhance efficiency and effectiveness. This includes driving platform design and leveraging commercial data to provide meaningful insights that help sales teams make better decisions and achieve commercial objectives.
• Main objective. The ultimate goal of the C&CE team is to help the Capital & Service business with impact initiatives that allow to enhance the efficiency and effectiveness of the EMEA Organization.

• Process Development/enhancement

• Remote service sales process – refining the process to improve success rates
• Contract Booking and Billing process enhancement
• Magellan (SAP-ERP) integration

• Sales Analytics to drive better outcomes

• Remote service sales territory mapping
• Remotes sales target setting
• Divisional service revenue analysis
• Asset utilization
• CE Deal profitability

• Divisional Engagement

• Divisional QBRs on CE sales
• HS&P collaboration
• CE Reporting
• Process alignment and engagement across divisional partners

• Sales Cloud Evolution for Service sales
  • Opportunity alignment (CETS and Sales)
  • Account profitability / visibility- engaging across sales teams
  
  

• Service Program offering
  • Enhance service offerings to grow business
  • Evaluate new sales opportunities
  • Service Revenue recognition on sales placement deals