COMMERCIAL EXCELLENCE DIRECTOR

ISS Palvelut Oy; Helsinki; On-site; EUR 120,000 - 180,000; Full time

Job summary

ISS Palvelut Oy in Finland seeks a Commercial Excellence Director to lead the Commercial Team, drive business development, sales analytics, and bid processes.

You will own CRM, deliver analytics to support commercial decisions, and build a high-performing team across Solution, Field, and Direct Sales. Fluency in English and Finnish, strong leadership, and B2B experience are essential.

Qualifications

• Masters degree in a relevant field.
• Proven ability to lead multiple targets and processes.
• Excellent collaboration with stakeholders to ensure quality processes.
• Experience across country, regional and group organizations in a B2B environment.
• Strong leadership, project management, and analytics skills.

Responsibilities

• Own and govern the end-to-end Commercial process.
• Lead the Commercial team including Bid and Pricing managers.
• Develop segment strategies and strengthen Finland positioning.
• Own CRM, provide analytics, and report to leadership.
• Define sales reports, pipelines, and forecasts.
• Manage bid resources and ensure compelling proposals.
• Monitor contracts and support customer retention.
• Contribute to group-wide commercial initiatives.

Skills

Stakeholder collaboration

Leadership

Project management

CRM experience

Business development

Analytics

English & Finnish fluency

Education

Master's degree in a relevant field

Tools

CRM systems

Job description

The ISS Commercial Team in Finland is responsible for driving growth and ensuring that our existing and potential customers receive the best possible service from the first contact. The professionals in our sales organization are familiar with our services—cleaning, property maintenance, restaurant, security, lobby, and workplace services—and know how to build a complete solution that meets the customers needs.
We are now looking for a COMMERCIAL EXCELLENCE DIRECTOR to join our Commercial team, as our current Commercial Excellence Director is transitioning to a new role internally. This position is permanent- and located in Helsinki.

The key purpose of this exciting role is to define, develop, and deliver business development plans, sales analytics, insights, tools, and efficient approaches that support lead generation, competitive pricing, high-quality bid processes, and proactive customer retention across all our sales streams (Solution Sales, Field Sales, and Direct Sales). You will lead and develop the Commercial Excellence team, comprised of Bid and Pricing Managers, building a high-performing team with the right talent and capabilities. The role reports to Commercial Director Finland.

Key Responsibilities:

• Own and manage the ISS Commercial process from end to end, including its governance.
• Manage the supporting roles within the Commercial Team to maximize productivity.
• Develop and support the implementation of segment strategies.
• Strengthen the ISS positioning in Finland.
• Own the CRM system, including training in its efficient use, managing updates, and delivering relevant analytics to support commercial decisions, reporting these to the Leadership Team in Finland.
• Define and deliver sales reports, pipeline reports, and sales forecasts to ISS management (including presentations).
• Manage the country Content Library and bid writing resources to deliver compelling proposals and RFPs.
• Construct, allocate, and manage support resources for each bid opportunity.
• Monitor key contracts and assess customer relationships to support retention.
• Participate in and contribute to group-wide commercial excellence initiatives.
• Manage group-level inquiries, reporting, and other related tasks within the area of responsibility.

Qualifications for Commercial Excellence Director role are:

• A Masters degree in a relevant field.
• Strong ability to manage multiple targets and processes simultaneously.
• Excellent collaboration skills and the ability to work closely with various stakeholders to ensure high-quality processes.
• Proven ability to work across country, regional, and group organizations, building relationships with stakeholders at all levels.
• Strong leadership and project management skills.
• Extensive experience in commercial/sales excellence and CRM, preferably from a B2B environment.
• A structured, persistent, and goal-oriented mindset.
• A strong drive to lead projects related to the development of commercial excellence, with proven experience in business development and analytics.
• Fluency in both written and spoken English and Finnish.
• Previous experience in solution sales is considered a plus.

We offer you a challenging and exciting career in an ambitious working environment characterized by high pace and drive. ISS has an open and informal international culture founded on professionalism at all levels. The right person will have the opportunity for personal and professional development and for building a large international network of highly qualified colleagues and influential stakeholders.

Työsuhde: Työsuhde

Palkka: Muu

Paikkoja: 1

Osaamisalue: Myynti & hankinta