Commercial Excellence & Pricing Manager

BMI Suomi (Icopal Oy, Icopal Katto Oy, Ormax Tiilikatot); Vantaa; On-site; EUR 90,000 - 150,000; Full time

Benefits offered by this job

Development opportunities

Informal work environment

Freedom in work tasks

Job summary

BMI Group is seeking a Commercial Excellence & Pricing Manager Nordics to lead SalesX initiatives and bridge central frameworks with local market execution. You will manage local pricing and sales analysis, turning commercial strategy into actionable plans across the Nordics.

The role combines hands-on data work with strategic leadership, requiring expertise in GTN, pricing governance, CRM adoption, and cross-functional collaboration.

Qualifications

• University degree in a business, statistics or mathematics field.
• Proven track record in pricing or commercial roles.
• Experience with analytics, reporting tools and Excel/Sheets.
• Stakeholder management experience and ability to work in a multinational environment.

Responsibilities

• Lead Sales Strategy & Customer Segmentation locally.
• Oversee GTN, pricing governance, and discount management.
• Drive CRM adoption and build Opportunity Pipeline Dashboards.
• Lead and coach in-country pricing analysts and sales analysts.

Skills

Data-driven mindset

Pricing management

Stakeholder management

Excel skills

Analytical skills

CRM analytics

PIM experience

Team leadership

Education

University degree in Business Administration/Statistics/Mathematics

Tools

SAP

SAC Profitability Tool

SAC Pricing Dashboard

PIM

Job description

We are seeking a Commercial Excellence & Pricing Manager Nordics!

Are you interested in taking the next step in your career?

Passionate about helping us transform our organisation?

Are you open to working close to the business, hands on and with a strategic mindset?

This is an outstanding opportunity to help shape the future Nordic BMI business!

BMI Group delivers truly innovative roofing and waterproofing systems, designed to transform the way people live and work. The roof is not just a shelter. It can be a power centre, a living space, a vertical garden, even a work of art - most importantly - it can be part of our sustainable life.

The Job:

Are you an ambitious, data-driven commercial or pricing professional ready to take the next foundational step in your career? BMI is seeking a Commercial Excellence & Pricing Manager to lead our cluster's Sales Excellence (SalesX) initiative.

This role is a career developing role acting as the vital bridge between central frameworks and local market execution. You will champion a holistic, data-driven approach to profitable growth where you will manage local pricing and sales analysis functions, turning commercial strategy into execution.

Your Main Tasks:

1. Sales Strategy & Customer Segmentation

• Drive standardisation and execution of a refreshed Customer Segmentation model locally.
• Help structure the local Sales Organization Blueprint and ensure high Customer Data Quality.
• Support sales teams in deploying Account Development Plans for high-potential, profitable focus customers.

2. Gross-to-Net (GTN) & Pricing Management

• Lead the shift from traditional "Net Prices" to disciplined "Discount %" negotiations (GTN Waterfall).
• Oversee local Pricing Governance, average selling price (ASP) steering, and off-invoice rebates/reimbursements.
• Leverage commercial analytics tools, specifically the SAC Profitability Tool and SAC Pricing Dashboard, to identify margin leaks and improve profitability.

3. Sales Management Cycle & CRM Driving

• Promote and track CRM adoption and ongoing improvements, embedding pipeline management into daily routines.
• Deploy Opportunity Pipeline Tracking Dashboards to systematically follow up on project pipelines in the Flat and Pitched solutions spaces.
• Guide territory planning, visit management, and system/solution selling tracking.

4. Sales Effectiveness & Team Leadership

• First-Line Leadership: Take accountability for managing and coaching your first team, which includes In-Country Sales Analysts and In-Country Pricing professionals.
• Roll out central Sales Trainings and coordinate Sales Incentive schemes that reward profitability and execution behaviours.

Your Contribution:

Depending on the assessment of our clusters current maturity level scorecard (Foundation, Evolution, or Mastery), your immediate priorities will be tailored to ensure a sustainable implementation journey:

• Immediate (Foundations): Establish the core pricing GTN mindset, deploy standard sales reports, launch the Opportunity Pipeline Dashboard, and implement refreshed sales incentives.
• Mid-Term (Evolution & Mastery): Scale and refine processes, increase tool adoption, drive advanced territory planning, and optimize solution-selling capabilities.

Your Experience:

Ideally, you hold a university degree in Business Administration, Statistics, Mathematics, or a related field.

Furthermore, we believe you have a proven track record of a minimum of a couple of years in a similar position. It is highly beneficial if you are used to working with PIM. You have solid experience from stakeholder management.

You are well experienced with analytics and reporting tools and have very strong Excel and/or Sheet skills. Experience of SAP is highly valued.

Your Skills:

• Curious and open-minded, eager to learn.
• Problemsolver and hands-on approach.
• High analytical skills (data analysis, conclusions, suggested actions etc)
• Ability to manage multiple competing priorities effectively.
• Ability to operate in a fast paced and dynamic environment and experience with working in an English speaking and multinational business environment.
• You are fluent in the English language. Knowledge of the Swedish, Finnish and/or Danish languages is highly beneficial.

We Offer:

• Great development opportunities - You will have plenty of influence on how to develop both the job and the organisation.
• An informal work environment that values quality, competences and cooperation.
• Varying and challenging work tasks with a great degree of freedom.

What you can expect:

We are designing and building a new organisation in order to become the leading product and service provider in its field of expertise. You become part of an exciting transformation process based on tradition, combining technical knowledge and strong brands with product and process innovation.

You will report to the Commercial Director Flat roofing Nordics and you will be working out from either our Swedish office in Malmö or our Finnish office in Vantaa.

You will find excellent long term career development opportunities, a competitive salary and benefits package, as well as a continuous learning and development culture in a dynamic international environment.

We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, gender, disability, religion or belief, sexual orientation, gender reassignment, marriage and civil partnerships, pregnancy or maternity or age.