Head of Commercial Excellence

Spirax-Sarco Engineering; Remote; GBP 125,000 - 150,000; Full time

Job summary

A leading industrial engineering firm is seeking a Head of Commercial Excellence to drive growth and sales effectiveness. This role involves developing and delivering strategic initiatives, optimizing sales processes, and enhancing customer experiences. The ideal candidate should have proven change management skills, advanced analytical abilities, and strong stakeholder management experience. Benefits include a competitive salary, flexible working arrangements, and a generous holiday allowance. Join a culture that values diversity and fosters inclusion.

Benefits

Competitive salary

Flexible working arrangements

Generous holiday allowance

Paid volunteering leave

Qualifications

• Demonstrated experience leading large-scale change management initiatives.
• Commercial experience in a similar role.
• Advanced analytical skills to generate actionable insights.
• Deep expertise in sales processes and methodologies.

Responsibilities

• Accountable for the development and delivery of the Commercial Excellence Strategic Growth Driver.
• Partner with sales leadership to design and execute go-to-market strategies.
• Lead initiatives to improve customer satisfaction and loyalty.
• Drive CRM adoption and support continuous improvement.

Skills

Change management

Analytical skills

Stakeholder management

Sales processes

Communication

Job description

Job Title: Head of Commercial Excellence

Location: UK or US (For internal candidates only, we will accept applications globally)

Location Type: Remote

Website: https://www.wmfts.com/en/

Group: https://www.spiraxgroup.com/

Watson-Marlow Fluid Technology Solutions is part of SpiraxGroup, a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies.

When you join us, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. Visit our website to learn more.

Key Responsibilities

The Head of Commercial Excellence will be accountable for the development and delivery of our Commercial Excellence Strategic Growth Driver, which aims to facilitate the delivery of growth within the divisions, maximizing sales effectiveness and efficiency. This will include enhancing revenue generation through improved margin discipline and a strong commercial excellence strategy. This role will partner with WMFTS leadership and global Commercial Excellence teams to support the implementation of our go-to-market strategies, drive pricing and value management, optimise the sales processes, and enable sales teams through tools, training, and best practices. Acting as a change agent, the Head of Commercial Excellence will embed a culture of commercial excellence, ensuring alignment with global frameworks while tailoring solutions to divisional needs, growth, continuous improvement, and a high-performance culture across WMFTS. This role drives alignment between structure, talent, culture and strategy to enable sustainable growth.

Key Accountabilities Include

Strategic Leadership & Collaboration

• Lead alignment of priorities and deliverables with the Commercial Excellence Growth Driver sponsor and additional stakeholders across short, medium, and long-term horizons.
• Direct sponsor update meetings, shape discussions with WM Exec stakeholders, and oversee day-to-day progression of the Growth Driver.
• Partner with sales leadership to design and execute go-to-market strategies, including customer and market insight, campaign delivery, pricing strategy, key account management and sales organization development and capability build.
• Promote customer experience initiatives through NPS, VoC surveys, digital tools, and lifecycle programs.
• Partner with Marketing to strengthen demand generation, campaign effectiveness, and lead-to-opportunity conversion.

CRM & Analytics Optimization

• Drive CRM adoption and usage, supporting continuous improvement in collaboration with the systems and processes growth driver to support increased sales process effectiveness and to deepen customer and market insight through organised data.
• Ensure accurate and structured customer data to enable segmentation, targeting, and full lifecycle management.
• Establish and govern robust data and analytics frameworks for pipeline reviews and forecasting, ensuring alignment of tools and metrics.

Sales Effectiveness

• Enforce and govern adoption of global sales processes and methodologies, ensuring compliance and driving corrective actions as needed.
• Optimize and continuously improve commercial business processes, tools and methodologies to enhance efficiency, scalability, and alignment with strategic objectives
• Enable sales teams through tools, playbooks, and training for consistent execution.
• Support Mim (in-house AI tool for sales) roll-out and adoption.
• Work with the Sales Capability Lead to re-work existing sales training material to accelerate time to revenue of sales colleagues.

Customer Experience & Retention

• Lead initiatives to improve customer satisfaction and loyalty.
• Implement Voice of Customer programs.

Skills / Experience

• Demonstrated experience leading large-scale change management initiatives, delivering measurable business impact and organisational transformation.
• Commercial experience in a similar role.
• Advanced analytical skills, with the ability to generate actionable insights that inform strategic decision-making and drive business growth.
• Deep expertise in sales processes, methodologies, and account management practices, preferably with a proven track record of implementing CRM solutions and commercial strategies at scale.
• Exceptional stakeholder management and change leadership skills, enabling successful adoption and transformation across global functions and regions.
• Ability to simplify complex and ambiguous subjects, communicating effectively with executive leadership and diverse audiences.

Benefits

• A competitive salary
• Flexible working arrangements
• A generous holiday allowance
• Three days’ paid volunteering leave
• Additional support and benefits through our Everyone is Included Group Inclusion Plan

Everyone is Included at Spirax Group

We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone’s contribution is valued - across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique.

We want everyone to be able to make their difference here, so we will always consider requests for flexible working.

We know that everyone needs some extra help from time to time too, so we have introduced a range of additional benefits through our Group Inclusion Commitments. These include

• Gender-neutral parental leave
• 15 days of extra paid caregiver leave
• Paid time off and support for anyone experiencing pregnancy loss or domestic abuse
• Menopause-friendly workplace principles and more

Learn more at spiraxgroup.com/inclusion.

We are also a Disability Confident Committed Employer. If you would like to apply using this scheme, please select this option in our application form.

We are an equal opportunity employer committed to fostering an inclusive and diverse workplace. We encourage candidates from all backgrounds to apply.

If you require accommodations during the application process, please let us know.

Company Overview

At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications.

Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that are behind the production of many items used in daily life, from baked beans to mobile phones!

Our inclusive culture and Values, unite us, guide our decisions and inspire us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.