Bachelor's degree in Business, Finance, Engineering, Economics, Supply Chain Management, or related field.
Minimum 7 years of experience in Commercial Management, Sales Operations, Contract Management, Business Operations, Project Controls, or Commercial Project Management.
Experience in industrial equipment, manufacturing, engineering, capital equipment, or project-based businesses.
Proven ability to influence stakeholders across multiple functions without direct authority.
Strong analytical, problem-solving, communication, and organizational skills.
Advanced proficiency in Microsoft Office, particularly Excel.
Responsibilities
Review customer terms and conditions, commercial agreements, and contractual obligations.
Identify and mitigate commercial risks related to payment terms and project execution.
Support contract negotiations and manage commercial exception approvals.
Manage customer Letters of Credit and other commercial security instruments.
Ensure compliance with company policies and maintain commercial documentation.
Own the commercial order intake and handover process.
Provide actionable business insights to sales and leadership teams.
Benefits
Opportunity to drive commercial discipline and operational excellence.
Engagement in cross-functional collaboration with Sales, Finance, and Operations.
Involvement in digital transformation initiatives, including CRM and AI workflows.
Chance to lead initiatives that improve commercial effectiveness.
Access to training and coaching opportunities for professional development.
Full Job Description
Role Overview
This role serves as the central link between Sales, Sales Application Engineering, Finance, Legal, Operations, and Project Management. The Commercial Manager will drive commercial discipline, contract governance, process improvement, forecasting accuracy, and operational excellence across the customer lifecycle.
The successful candidate will act as the "commercial engine room" of the business, ensuring that commercial risks are properly managed, processes are standardized, and the sales organization is equipped to focus on winning business and serving customers.
Job Functions
Review customer terms and conditions, commercial agreements, and contractual obligations.
Identify and mitigate commercial risks related to payment terms, guarantees, warranties, liquidated damages, and project execution.
Support contract negotiations and commercial exception approval processes.
Manage customer Letters of Credit, bank guarantees, and other commercial security instruments.
Maintain commercial documentation, approval records, and contract repositories.
Ensure compliance with company policies and delegation of authority requirements.
Own the commercial order intake and order handover process.
Partner with Sales, Application Engineering, Operations, and Project Management to ensure seamless project transitions.
Support execution of standard commercial processes and documentation across the organization.
Follow and enforce Standard Operating Procedures (SOPs), templates, and best practices.
Improve efficiency across the order-to-cash process.
Support sales forecasting and pipeline management processes.
Support and use commercial dashboards and KPI reporting.
Analyze order intake, backlog, quote conversion, margin performance, and forecast accuracy.
Provide actionable business insights to sales and leadership teams.
Support CRM governance and data quality initiatives.
Provide monthly and quarterly financial reports for leadership review
Lead initiatives to improve commercial effectiveness and process efficiency.
Identify bottlenecks and implement solutions that improve customer experience and business performance.
Support digital transformation initiatives, including CRM, Power BI, and AI-enabled workflows.
Champion best practices in commercial and sales operations.
Serve as a trusted business partner to Sales, Finance, Legal, Operations, and Project Management.
Support commercial decision-making through data-driven analysis and recommendations.
Help train and coach sales personnel on commercial processes, contract management, and pricing discipline.
Qualifications & Experience
Bachelor's degree in Business, Finance, Engineering, Economics, Supply Chain Management, or a related field.
Minimum 7 years of experience in one or more of the following areas:
Commercial Management
Sales Operations
Contract Management
Business Operations
Project Controls
Commercial Project Management
Experience supporting industrial equipment, manufacturing, engineering, capital equipment, or project-based businesses.
Demonstrated experience working across multiple functions and influencing stakeholders without direct authority.
Strong analytical and problem-solving skills.
Excellent communication and organizational skills.
Proficiency with Microsoft Office, including advanced Excel capabilities.
