Commercial Excellence Director

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

Job summary

ISS Palvelut in Helsinki seeks a Commercial Excellence Director to define and deliver business development plans, sales analytics, and robust bid processes across Solution, Field, and Direct Sales.

You will lead the Commercial Excellence team, drive CRM governance, reporting, and analytics, and partner with leadership to strengthen Finland’s market position and customer retention.

Qualifications

• Master’s degree in a relevant field.
• Proven ability to lead multiple targets and processes.
• Strong collaboration across stakeholders to ensure high-quality processes.
• Experience working with country, regional, and group organisations.
• Structured, persistent, and goal-oriented mindset.
• Fluency in English and Finnish.
• Experience in commercial/sales excellence and CRM in a B2B environment.

Responsibilities

• Own end-to-end ISS Commercial process and governance.
• Lead the Commercial Team to maximize productivity.
• Develop and implement segment strategies.
• Strengthen ISS positioning in Finland.
• Own CRM system: training, updates, analytics, and reporting.
• Deliver sales, pipeline, and forecast reports to management.
• Manage bid writing resources and content library.
• Allocate and manage resources for each bid.
• Monitor key contracts and customer relationships for retention.
• Contribute to group-wide commercial excellence initiatives.
• Handle group-level inquiries and related tasks.

Skills

Leadership

Project management

CRM experience

Stakeholder management

Analytics

Team development

English and Finnish fluency

Education

Master’s degree in a relevant field

Tools

CRM software

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 customer’s 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 Master’s 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.