Commercial Excellence Director

Job description

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.

• 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.
• 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.
• 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.
• 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.