Commercial Excellence Director

Open location: Europe - remote role

Job Purpose 

The Commercial Excellence Director supports the AC&I BU growth agenda through pricing excellence, margin optimization, and commercial performance management.

Our AC&I (Agriculture, Construction & Industrial) business encompasses a diverse portfolio of markets, including TechSpec and Film & Foil, serving a broad range of customers and industries. This diversity brings together different products, technologies and market needs, creating a dynamic and varied business environment with opportunities to collaborate, innovate and make a meaningful impact.

Working closely with Sales, Marketing, Finance, Operations, and Supply Chain, the role drives growth through optimized pricing, pricing tools (PriceFX and pricing configurators), and effective cost pass-through mechanisms. The position also leads Value Plus and margin improvement initiatives while ensuring robust pipeline governance, commercial processes, and systems.

Success requires strong leadership in a matrix organization and the ability to influence cross-functional teams to deliver growth and business performance.

Job Dimensions & Scope 

Relations: Sales & Marketing, Finance, Procurement, Research & Development, Operations, Supply Chain, Site Controlling functions within Capsules segment

Scope & Geographical spread: Europe -as per AC&I segment footprint

Team: 2 direct reports

Principal Accountabilities

Drive commercial growth and value creation across the AC&I Business Unit through pricing excellence, margin optimization, commercial governance, and strong cross-functional leadership.

1. Growth Enablement

Support the BU growth agenda by partnering with Sales, Marketing, and Business Leadership to identify, prioritize, and execute commercial opportunities.

• Support sales growth across key accounts, segments, and regions.
• Partner with Sales teams on customer proposals, quotations, tenders, and business cases.
• Identify commercial opportunities to increase volume, revenue, and market penetration.
• Support BU leadership in delivering commercial objectives and growth initiatives.

2. Pricing Excellence & Commercial Pricing Tools

Lead pricing strategy, governance, and tools to optimize pricing performance and enable growth.

• Define and implement pricing frameworks, policies, and governance.
• Lead pricing optimization initiatives across the AC&I BU.
• Own pricing configurators, PriceFX deployment, and pricing process simplification.
• Ensure effective pass-through and recovery mechanisms for raw materials, energy, transport, and other cost drivers.
• Improve costing, RFQ, quotation, and pricing capabilities to support commercial decision-making.

3. Margin Management & Value Creation

• Drive profitability through proactive margin management and Value Plus initiatives.
• Lead margin improvement and Value Plus programs across sites and customers.
• Monitor customer, product, and site profitability and implement corrective actions.
• Facilitate structured margin reviews and follow-up actions.
• Support commercial decisions that balance growth, profitability, and capacity utilization.
• Partner with Finance and Site Controlling teams to improve commercial performance and accountability.

4. Commercial Governance, Pipeline & Business Support

Act as the guardian of commercial processes, systems, and performance visibility across the BU.

• Own pipeline governance and ensure data quality, transparency, and action tracking.
• Maintain effective commercial processes, tools, systems, and contract governance.
• Support Finance in commercial budgeting, forecasting, and performance reviews.
• Lead commercial excellence projects and continuous process improvements.
• Build commercial capabilities, share best practices, and lead the Commercial Excellence team.

Qualifications/Requirements

Formal Qualifications and Experience

• Significant experience in Sales, Commercial or Controlling roles, with a proven track record of leading sales teams, driving commercial strategy and delivering sustainable business growth.
• Preferably strong knowledge of Packaging business or related industries such as consumer goods or process industries
• Fluent English and other European language preferred
• Strong ability and experience to manage in a cross-cultural environment
• Ability to work successfully in a matrix organization
• University degree in applied economics, business administration, Finance, engineering or a related field

Specific Skills and Abilities

• Strong customer focus and commercial acumen.
• Strategic, analytical, and results-oriented mindset.
• Entrepreneurial, proactive, and continuous improvement driven.
• Excellent problem-solving and decision-making skills.
• Strong financial and process orientation.
• Ability to manage complexity and multiple priorities.
• Effective communication, influencing, and negotiation skills.
• Proven leadership in cross-functional, matrix organizations.
• Strong stakeholder management and collaboration capabilities.
• Ability to drive change, accountability, and commercial excellence.

Please submit your CV and cover letter in English when applying for this position.