Head of Sales Excellence & Sales Development

Ponsse Plc; Vieremä; Hybrid; EUR 80 000 - 120 000; Full time

Job summary

Ponsse Plc is seeking a visionary Head of Sales Excellence & Sales Development to drive performance within their Sales, Service, & Marketing organization. This leadership role requires extensive experience in sales strategies, pricing, and a proven track record in global markets. If you are looking for an opportunity to shape the future of sales excellence in a globally recognized company, apply now!

Qualifications

• 8-10 years in sales development and pricing strategies, CRM management.
• Experience in heavy machinery or agricultural industry is beneficial.

Responsibilities

• Creating a strategic sales development roadmap and implementing plans.
• Managing the Customer Relationship Management system effectively.
• Leading the Sales Excellence professionals within the team.

Skills

Leadership

Analytical Thinking

Communication

Strategic Thinking

Customer Focus

Education

Bachelor's or Master’s degree in Sales Management, Industrial Management, Marketing, Business Administration, or Engineering

Job description

Head of Sales Excellence & Sales Development page is loaded

Head of Sales Excellence & Sales Development

Apply locations Vieremä Iisalmi Kuopio Office Kajaani Tampere time type Full time posted on Posted Yesterday time left to apply End Date: July 5, 2025 (19 days left to apply) job requisition id JR100857

Ponsse is one of the world’s largest manufacturers of cut-to-length forest machines. We are focusing on succeeding with our customers and oriented to people. We want to be the preferred partner for responsible forestry and to reach that we combine great people working together with high tech machinery and cutting-edge digital technologies.

Head of Sales Excellence & Sales Development

Are you ready to take on a dynamic leadership role that shapes the future of Sales Excellence at Ponsse? We are seeking a visionary Head of Sales Excellence & Sales Development to lead our globally focused Sales Excellence team, driving sales development and performance within the Sales, Service, & Marketing organization.

Location: Negotiable. Preferably in Finland in our office locations e.g. Vieremä, Kajaani, Kuopio, Tampere, Iisalmi.

Work Model: Hybrid.

As the Head of Sales Excellence & Sales Development, you will be responsible for the following areas:

• Sales Development: Creating a strategic sales development roadmap, strategizing, and implementing plans to enhance sales performance, and ensuring our Sales & Service organizations achieve sales targets.

• Pricing: Setting and adjusting pricing strategies to support sales, ensuring profitability and competitiveness in the market.

• CRM: Managing and developing with the team the Customer Relationship Management system to ensure effective customer relationship management, from interactions and satisfaction to sales funnel management and effective sales data utilization and reporting. The Sales Excellence team owns the CRM tool and process and its development within Ponsse, ensuring global implementation and utilization.

• Customer/Offering Needs Management: Collecting customer needs and providing feedback and development ideas to product management, working in close collaboration with sales, R&D, and Product Management.

• Dealer Development: Providing sufficient support for Ponsse’s dealer network development in terms of sales development, in collaboration our dealer responsible roles.
• Participating and developing the Lead to Cash Process: Ensuring process development with all key stakeholders and collaboration partners for successful and profitable business operations.

• Customer Satisfaction: Managing processes and surveys related to customer satisfaction activities, such as Customer Net Promoter Surveys (NPS) and other competitive analysis.

• Sales Strategy Support: Supporting and facilitating the sales strategy process, including area, country, and dealer strategy processes within the Sales, Service & Marketing organization.

• Ensuring the Cut-to-length methodology (CTL) is well known across the forestry sector by efficient collaboration and promotion.

• People Leadership: Leading the Sales Excellence professionals within the Sales Excellence team.

This role requires deep and close collaboration within the Ponsse organization, especially with Area and Country Sales & Service Organizations, the Global Service Excellence organization, Marketing, and other Ponsse teams.

Requirements for the Head of Sales Excellence & Development role:

• Educational Background: A Bachelor's or Master’s degree in Sales Management, Industrial Management, Marketing, Business Administration, or Engineering.

• Experience: Proven track record and experience of at least 8-10 years in sales development and/or pricing strategies, and CRM management. Experience in the similar type of industry in heavy machinery or agricultural industry is beneficial, as well as is experience with dealer networks. A global perspective and experience working with international markets are also important.

• Leadership Skills: Strong leadership and team management experience and skills to lead and mentor the sales development team.

• Conceptual and Analytical Skills: Excellent analytical skills to interpret sales data and market trends to optimize sales processes, and conceptual thinking for sales development strategy creation and supporting the overall Ponsse Sales & Service strategy process.

• Communication Skills: Exceptional communication and interpersonal skills to effectively interact with customers, dealers, and cross-functional teams. Fluency in English is required; other languages are a plus.

• Strategic Thinking: Ability to develop and execute comprehensive sales development strategies to drive revenue growth and achieve business objectives.

• Customer Focus: A deep understanding of customer needs, customer-centric thinking, and the ability to enhance customer satisfaction through effective CRM management and NPS collection and action planning.

• Adaptability: Flexibility to adapt to changing market conditions and business requirements.

• Project Management Skills: Experience in managing complex projects and coordinating with various departments to ensure successful implementation of sales strategies.

Why Ponsse?

We offer you a great job opportunity in a value-driven and unique family business for whom customer orientation is a way of life. You would have an opportunity to be part of a great and experienced team, exciting forestry business and contribute to support delivering the world’s best forestry machines.

We genuinely care about our people, their wellbeing, and their growth. Welcome to join Ponsse team!

You will be part of the Ponsse’s Global Sales, Service & Marketing team, reporting to Chief Sales, Service & Marketing Officer and working closely with the team globally across the world. Your working location will preferably be in Finland in one of Ponsse’s office locations, but we are working hybrid model. Frequent travel is required in this role.

Could you be the next new member to join our Global Sales, Service & Marketing team?

Please submit your application by 4th July 2025. The recruitment for this position is done in collaboration with our partner Staffpoint.

More information about the position is provided by Tiina Kansanen at Staffpoint, [e-mail] or by phone [phone].

Please note, we will be processing applications as those arrive, but due to the holidays interview processes will be conducted mostly in August.

Ponsse wants to develop a working culture and environment that helps to bring the best out of everyone as individuals and us all together. Customer is always in the center of our work and we continuously encourage open and proactive communication, teamwork and taking responsibility as well as agile execution. We truly care about our people, their wellbeing and growth. We are Ponsse family.

About Us

Work at the top of the forest machine industry
Ponsse is a pioneering developer of mechanical timber harvesting that always puts its customers first. Are you interested in working for a Finnish company that is a global leader in its field?
To succeed in a changing world, we need experts for a wide variety of tasks. Are you the next Ponsse employee?

Ponsse’s values and way of working
During decades, Ponsse and its employees have built their own unique culture and spirit, following the ideas of Einari Vidgrén, the company's founder. The Ponsse spirit signifies friendliness and fair play. Ponsse serves its customers reliably and works hard without being overly serious. Everyone assumes and bears responsibility for the success of the company.