Head of Sales Excellence — Bobst

Full description

Head of Sales Excellence

Key Responsibilities

• Lead the global Sales Excellence agenda, driving harmonized sales processes, methodologies, and tools across all regions and industries.
• Define and prioritize sales process improvements, ensuring alignment with business needs and stakeholder expectations.
• Drive the deployment, adoption, and continuous improvement of sales processes and best practices worldwide.
• Lead the strategy, governance, and optimization of commercial tools, including CRM, sales automation, and analytics platforms.
• Accountable for Customer Satisfaction / Customer Experience, including NPS, and tele sales
• Establish and maintain high standards of data quality, integrity, and governance across commercial systems.
• Partner with business and IT teams to implement scalable sales solutions and maximize user adoption.
• Define and govern sales performance frameworks, KPIs, dashboards, and reporting processes aligned with business strategy.
• Facilitate performance reviews, identify opportunities for improvement, and promote best practice sharing across regions.
• Foster a culture of sales excellence by enhancing commercial capabilities, onboarding programs, and training initiatives.
• Define and deploy global sales enablement programs, competency frameworks, certification paths, onboarding processes, and knowledge-sharing platforms.
• Support and coach regional teams through expertise in sales methodologies, tools, and negotiation practices.
• Lead the transformation towards one unified sales process, one CRM ecosystem, and a solution-selling approach across the organization.

Competencies & Capabilities

• Proven leadership in sales excellence and transformation initiatives.
• Strong stakeholder management and influencing skills in a global matrix environment.
• Expertise in CRM, sales processes, and commercial performance management.
• Data-driven mindset with strong analytical and problem-solving capabilities.
• Change management and continuous improvement expertise.
• Strong project management and execution skills.
• Excellent communication and collaboration abilities.
• Strategic thinker with a hands-on approach and customer-centric mindset.
• Sales Methodology Expertise
• Digital Transformation Leadership
• Customer Journey Management

Preferred Qualifications

• Master's degree in Business Administration, Marketing, Engineering, or related field.
• Significant experience in Sales Excellence, Commercial Excellence, Sales Operations, or Sales Transformation roles.
• Experience in a multinational industrial or B2B environment.
• Demonstrated success leading CRM and sales transformation projects at a global scale.
• Fluency in English; additional languages are an asset.