Head of Sales Excellence

NRB; Luik; À distance; EUR 120 000 - 180 000; Plein temps

Résumé du poste

KEYES is seeking a Head of Sales Excellence to own the commercial operating model across Corporate and SMB, driving bid discipline, value proposition, forecasting and CRM governance. You will lead the sales framework, ensure disciplined data quality, and align compensation with business objectives.

You will manage the Sales Excellence Team (8 people) under the Chief Commercial Officer, shaping the strategy, tools and processes across Belgium and internationally, while enabling growth and

Qualifications

• 10–15 years in a similar or senior sales role with strategic responsibilities.
• Proven track record leading Sales Excellence, Sales Operations or Bid Management in IT services/tech.
• Strong expertise in forecasting, CRM discipline and commercial BI.

Responsabilités

• Oversee the commercial operating model, including bid discipline, value proposition and proposal capability.
• Govern forecast reliability and KPI scorecards; ensure consistent pursuit processes across the organisation.
• Lead Sales Reward, incentive design and budget governance with HR, Compensation & Benefits and Finance.
• Drive process excellence, sales tech stack, CRM quality and data-driven decision making.
• Coordinate cross-entity collaboration and stakeholder alignment in a matrix environment.

Connaissances

Sales leadership

Forecasting

CRM discipline

Business intelligence

Stakeholder management

Cross-functional collaboration

Multilingual (FR, NL, EN)

Outils

Salesforce

Description du poste

Job Description

About KEYES

At KEYES, we support organisations across Belgium and Europe in their digital transformation journeys. By combining our business expertise, technological excellence and long-term vision, we help them tackle their most strategic challenges and accelerate their growth.

Serving a diverse range of clients, from large enterprises and SMEs to healthcare providers and public institutions, we design and implement innovative, high-performing and sustainable solutions across the following areas: Infrastructure & Cloud Solutions, Cybersecurity Solutions, Business Software Solutions, Mainframe Solutions, Data & AI Solutions, Advisory Solutions, and Staffing Solutions.

More information: www.keyes.eu

Purpose

The Head of Sales Excellence owns the central commercial engine of KEYES: the shared, transversal backbone that turns fragmented, entity-based selling into one integrated way of selling. It carries: the bid and proposal discipline, the value proposition capability, the operational backbone of process, CRM, forecasting and reporting, the back office, commercial finance, the frame engine and the sales academy. The engine serves two deliberately different realities, Corporate and SMB, plus the cross-sell motion, and guards proposal quality on par for every customer while letting speed and cost differ by deal. The guiding principle: raise commercial maturity through cadence, accountability and better process.

Your Mission

You will be responsible for the commercial operating model and its governance: the bid discipline, the value proposition and proposal capability, the sales engine, sales support and commercial finance. You are accountable for a reliable, explainable forecast, for a pursuit model applied consistently across the motions, for sales reward aligned to the business objectives per role, and for the cadence that holds the commercial organization together. You build the sales model as a shared capability serving the heads of sales transversally across the organization.

Tasks And Responsibilities

• Bid management & value proposition
• Lead the Value Proposition & Bid/Proposal Capabilities.
• Develop our strategy, competitive positioning and solution library as one maintained repository.
• Forecasting, budget & commercial finance
• Own the monthly automated forecast as a single consolidation, challenge the figures and drive sign-off with the Heads of Sales and the CCO; lead the bottom-up budget handshake and accompany the annual build-up.
• Governance
• Run the commercial follow-up: weekly stand-up, monthly business reviews per BU, monthly Coverage Review, War Room when figures run behind, and the deal-level Management Panel at the gates.
• Enforce commercial discipline: CRM as the single source of truth, mandatory data quality, account-authority gating by tier.
• Sales reward & incentive alignment
• Own the sales reward and variable compensation aligned to the business objectives and differentiated by role.
• Harmonize the variable schemes across the former, designed and governed with HR, Compensation & Benefits and Finance, and tied to KPI scorecards.
• Process excellence, sales technology & continuous improvement
• Continuously improving how the sales, the sales manager and the account teams work.
• Own the sales technology stack, CRM (Salesforce), forecast automation on contract data and the BI suite. Keep the process flows fluid end to end with clean handovers, so no step stalls between owners.
• Support campaign execution in the integrated Sales and Marketing flow, and embed continuous improvement: win/loss lessons feed the qualification scoring in line with the group's yearly output-optimization principle.
• Backbone: Sales Engine, Sales Support & frame strategy
• Evolve the Sales Engine into the operational backbone (process, CRM, reporting, forecasting, BI, KPI scorecards, data quality) and Sales Support.
• Delivery & Follow-up
• Give Delivery a structured voice in pursuit and ensure margin deviations are tracked to closure and routed to Commercial Finance and the Product Owner.

YOUR TEAM

You will be joining the Sales Excellence Team. The team comprises 8 people and is part of the Sales department. You will be coached and mentored our Chief Commercial Officer, your direct manager.

OUR OFFER

• A position that is rich in responsibilities and challenges.
• A team of enthusiastic, professional colleagues in which there is an excellent atmosphere and where expertise is shared.
• Tools and infrastructure that are consistently at the forefront of innovation.
• Personalized career support to help you with your development.
• Many training opportunities and certifications.
• A company with a friendly working atmosphere which is dynamic and oriented towards innovation.
• Fun times – a food truck, barbecue, after-work events, family day!
• Complete salary package.
• Teleworking opportunities.

Job Requirements

• You have 10 to 15 years of experience in a similar role or in a senior sales position, with strategic, organisational and management responsibilities.
• You have a proven track record of leading a Sales Excellence, Bid Management or Sales Operations function within IT services or the technology sector, ideally with experience transforming a fragmented commercial organisation into an integrated, customer-focused and performance-driven team.
• You have a strong command of structured pursuit management, win strategies, pricing-to-win and proposal quality, combined with solid expertise in forecasting, CRM discipline and commercial business intelligence. You believe in data as a single source of truth to drive informed decisions and improve commercial performance.
• You understand that sustainable commercial maturity is built through consistent operating rhythms, clear accountability and bottom-up forecasting, rather than structural change for its own sake.
• You combine a strategic mindset with a hands-on, can-do attitude. You enjoy turning ideas into action, taking ownership and delivering tangible results.
• You are comfortable operating in a matrix and cross-entity environment, connecting business units, aligning stakeholders and fostering collaboration across teams. You know how to build bridges between different parts of the organisation and ensure that commercial priorities are shared and understood.
• You demonstrate strong interpersonal and communication skills, combined with empathy and the ability to engage with people who have different perspectives or long-standing ways of working. You can navigate resistance to change constructively while remaining assertive when decisions need to be made and progress needs to be secured.
• You are proactive and have the courage to challenge the status quo, question assumptions and address inefficiencies directly. You can distinguish genuine business opportunities from unfounded claims and bring clarity to complex commercial discussions.
• You have a strong customer-oriented mindset and know how to embed customer focus throughout the organisation, ensuring that commercial processes and decisions ultimately contribute to customer value and business growth.
• You are tech-savvy and have a sound understanding of IT services and technology-related offerings. You can engage confidently with technical experts and understand the key elements of a proposition without needing to be a technical specialist yourself.
• You are an intrapreneurial builder who can shape and develop an organisation pragmatically, adapting its structure, processes and resources as business needs and commercial volumes evolve.
• You are fluent in French, Dutch and English, with professional proficiency in all three languages, enabling you to operate effectively across our business units and with customers and stakeholders in Belgium and internationally.

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