Commercial enablement lead

Purpose of the position:

Embed sales‑facing Sales & Marketing tools and standard processes into daily sales routines and driving measurable commercial outcomes by leading communities, enablement programs, and process standardization.  The main objective is to drive measurable improvements in pipeline quality, cycle time, and compliance in close partnership with the CRM & Digital Enablement Lead.

Position content:

Commercial Excellence, Enablement & Adoption Impact

• Drive commercial excellence across Sales & Marketing by increasing the business impact of tools and ways of working through adoption, engagement, and continuous improvement.

• Ensure enablement programs (communication, training, onboarding support) translate into measurable capability uplift and KPI contribution.

• Engage Sales teams by showing value and efficiency (influence over push), collecting feedback, and converting it into practical improvement actions.

• Run the Sales support community (agenda, engagement, follow-ups) and promote selected tools/programs to increase field usage and value realization.

• Support roll-out, adoption and continuous improvement of Sales & Marketing tools (Sampling, Pricing, Quotation, LinkedIn).

Process Ownership, Standardization & Continuous Improvement

• Lead process improvement and standardization requests across the region, ensuring consistency and efficiency in commercial execution.

• Own designated commercial processes and sales enablement domains (e.g., 3S community, Contract management) with regular stakeholder reporting.

• Maintain a commercial standardization backlog (intake → prioritization → rollout → communication /training → feedback), synchronized with the CRM/Digital backlog.

Contract Management, Compliance & Risk Reduction

• Own and support the contract management process (including sales & delivery T&Cs) and the contract management tool (Colima) adoption and improvement follow-up.

• Drive contract management enablement: user support on Colima, coordination of improvements to sales and delivery related processes, and ensure compliance and timely implementation.

Digital Enablement & Tool Ecosystem Integration

• Partner with the CRM & Digital Enablement Lead to embed digital initiatives into commercial routines and drive adoption outcomes.

• Support roll-out, adoption and continuous improvement of Sales & Marketing tools (Sampling, Pricing, Quotation, LinkedIn).

Cross‑functional Collaboration & Stakeholder Enablement

• Coordinate cross-functional collaboration (Sales, Marketing, CX, BusOps/IT) to remove adoption barriers and land improvements.

• Support the Head of Customer Experience with execution in defined focus areas and KPI follow-up.

• Share concise, regular stakeholder updates through enablement and performance reporting.

Insights, Reporting & Performance Steering

• Deliver actionable insights and recommendations to support data-driven decisions and growth.

• Own commercial enablement insights and reporting, tracking adoption, process compliance, and commercial performance, and translating findings into data‑driven decisions and growth.

• University degree in Business/Marketing/related or equivalent experience; advanced certificates (Prosci, Lean/Six Sigma) nice to have.

• 3-4 years working experience in a Sales position or commercial enablement/commercial excellence

• Proven Dynamics 365 adoption with measurable KPIs.

• Executive & field communication + facilitation: storytelling with data, crisp enablement updates, workshop design and moderation.

• Commercial process expertise across pipeline, opportunity mgmt., account planning; familiarity with CPQ concepts and sales methodologies (e.g., MEDDICC, SPIN) to coach teams.

• Change & adoption management: stakeholder mapping, enablement journeys, reinforcement.

• Power‑user proficiency in Microsoft Dynamics 365 Sales; ability to turn data into field actions.

• Owner’s mindset: self-directed, bias to action, manages an improvement pipeline and closes the loop with stakeholders.

• Fluent English; another European language is a plus for field adoption across the region.

• Proficient in Microsoft 365, CRM systems, Power BI, and digital collaboration platforms.