Commercial Excellence Manager CEE Region

Etex; Warszawa; On-site; PLN 180,000 - 260,000; Full time

Job summary

Etex Polska is seeking a Senior Commercial Excellence lead to drive optimization of pricing, segmentation and channel strategies across Poland and the CEE region. You will build analytics in Power BI and Excel, lead transformation initiatives, and partner with Sales, Marketing and IT to deliver measurable value.

Fluent English and 5-7+ years in strategy consulting or commercial transformation required; multinational experience preferred.

Qualifications

• Experience in Commercial Excellence, Sales Excellence, Business Transformation, Revenue Growth Management, Strategy Consulting or a similar commercial role.
• Proven track record of driving transformation and change initiatives within international and multicultural organizations.
• Strong understanding of B2B commercial processes, including account planning, customer segmentation, CRM management and pipeline management.
• Experience in commercial analytics, pricing, profitability management and performance steering.
• Experience influencing senior stakeholders across multiple functions and countries.
• Experience in defining and implementing commercial strategies and transformation initiatives with measurable business impact.
• Typically 3-5 years' experience in strategy consulting, 5-7 years in a commercial transformation or business improvement role, or a combination of both.

Responsibilities

• Drive commercial excellence initiatives across Poland and the wider CEE region, supporting sales growth, profitability improvement and customer value creation.
• Develop and deliver commercial analytics, performance reporting and actionable business insights to support strategic decision-making.
• Lead customer segmentation, account planning and pipeline management processes in line with global best practices.
• Optimize pricing strategies, monitor customer and product profitability and identify margin improvement opportunities.
• Support go-to-market and channel strategies by identifying growth opportunities and prioritizing high-value customer segments.
• Drive CRM excellence, data quality and adoption across the sales organization while partnering with global IT and Commercial Excellence teams on tool enhancements.
• Analyze sales productivity and sales force effectiveness, providing recommendations to improve performance and efficiency.
• Lead the implementation and deployment of SHINE and SHARP methodologies across the region.
• Build commercial capabilities through training, coaching and change management initiatives for local sales teams.
• Facilitate cross-functional collaboration between Sales, Marketing, Finance and Commercial Excellence stakeholders.
• Lead the regional Commercial Excellence community and actively contribute to the global Commercial Excellence network, ensuring best-practice sharing across markets.
• Support Joint Business Planning activities and help sales teams prepare high-quality customer growth plans.
• Define and execute the long-term Commercial Excellence strategy across the CEE region in alignment with business objectives and growth ambitions.
• Promote AI-driven and technology-enabled commercial practices to enhance pricing, customer insights, sales productivity and decision-making.
• Drive measurable commercial impact through improved pricing performance, margin expansion and market share growth.

Skills

Commercial Excellence

Sales Excellence

Business Transformation

Revenue Growth Management

Strategy Consulting

International experience

B2B processes

CRM management

Data-driven decision making

Stakeholder management

Education

Bachelor's or Master's degree in Business, Economics, Finance, Engineering or related field

Tools

Power BI

Excel

CRM tools

Job description

Job responsibilities

• Drive commercial excellence initiatives across Poland and the wider CEE region, supporting sales growth, profitability improvement and customer value creation.
• Develop and deliver commercial analytics, performance reporting and actionable business insights to support strategic decision-making.
• Lead customer segmentation, account planning and pipeline management processes in line with global best practices.
• Optimize pricing strategies, monitor customer and product profitability and identify margin improvement opportunities.
• Support go-to-market and channel strategies by identifying growth opportunities and prioritizing high-value customer segments.
• Drive CRM excellence, data quality and adoption across the sales organization while partnering with global IT and Commercial Excellence teams on tool enhancements.
• Analyze sales productivity and sales force effectiveness, providing recommendations to improve performance and efficiency.
• Lead the implementation and deployment of SHINE and SHARP methodologies across the region.
• Build commercial capabilities through training, coaching and change management initiatives for local sales teams.
• Facilitate cross-functional collaboration between Sales, Marketing, Finance and Commercial Excellence stakeholders.
• Lead the regional Commercial Excellence community and actively contribute to the global Commercial Excellence network, ensuring best-practice sharing across markets.
• Support Joint Business Planning activities and help sales teams prepare high-quality customer growth plans.
• Define and execute the long-term Commercial Excellence strategy across the CEE region in alignment with business objectives and growth ambitions.
• Promote AI-driven and technology-enabled commercial practices to enhance pricing, customer insights, sales productivity and decision-making.
• Drive measurable commercial impact through improved pricing performance, margin expansion and market share growth.

What you'll bring

Experience

• Experience in Commercial Excellence, Sales Excellence, Business Transformation, Revenue Growth Management, Strategy Consulting or a similar commercial role.
• Proven track record of driving transformation and change initiatives within international and multicultural organizations.
• Strong understanding of B2B commercial processes, including account planning, customer segmentation, CRM management and pipeline management.
• Experience in commercial analytics, pricing, profitability management and performance steering.
• Experience influencing senior stakeholders across multiple functions and countries.
• Experience in defining and implementing commercial strategies and transformation initiatives with measurable business impact.
• Typically 3-5 years' experience in strategy consulting, 5-7 years in a commercial transformation or business improvement role, or a combination of both.

Skills

• Strong strategic thinking and problem-solving capabilities.
• Advanced analytical skills with strong Excel and Power BI expertise.
• Ability to translate data into actionable recommendations and business impact.
• Excellent communication, presentation and stakeholder management skills.
• Strong project management and change management capabilities.
• Collaborative mindset with the ability to work effectively across functions, brands and geographies.
• Interest in digital technologies and AI-driven commercial solutions.
• Strong focus on delivering measurable business impact and value creation.

Qualifications

• Bachelor's or Master's degree in Business, Economics, Finance, Engineering or a related field.

Language capabilities

• Fluent English, spoken and written.
• Additional CEE languages would be considered an advantage.

Etex's strong purpose "Building Better Together" is shaping a new future for the construction industry and helping to build a better future for all.

Our culture: we connect & care about those around us. We nurture teamwork, communities, partnerships and new ways of working, placing the highest importance on the safety and working environment of our people.

Our Road to Sustainability 2030 is our plan to help build a better, sustainable future. We work towards this vision by caring about our social and environmental impacts and developing innovative solutions.

We have a strong conviction that diversity of thinking helps us to deliver strong and sustainable performance.

It is also essential for us that everyone feels part of the team.

In this spirit, we are committed to equal opportunities and zero tolerance towards discrimination.