Job Purpose
- This is a newly created global leadership position responsible for driving commercial excellence across international markets. The role will lead direct sales operations, oversee global channel partners, and build a scalable commercial organisation capable of delivering sustainable growth across capital equipment, aftermarket products, and service offerings. The successful candidate will combine strategic vision with strong execution capabilities, balancing revenue growth, profitability, customer engagement, channel effectiveness, and operational discipline across multiple geographies.
Company Background
- A Leading Global Capital goods manufacturing company
Key Responsibilities
- Develop and execute the global commercial strategy across equipment, aftermarket products, consumables, and services.
- Lead and develop an international commercial organisation comprising regional sales leaders and cross-functional commercial teams.
- Provide leadership to Product Management and Marketing to strengthen market positioning and customer value propositions.
- Build and manage a global network of distributors, agents, and channel partners while ensuring consistent governance and performance standards.
- Support regional commercial leaders in driving business growth through both direct and indirect sales models.
- Increase recurring revenue through aftermarket sales, consumables, spare parts, and value-added commercial initiatives.
- Establish best-in-class commercial processes covering forecasting, pipeline management, pricing, account planning, and sales governance.
- Drive adoption of CRM platforms, sales enablement tools, and commercial reporting systems to improve visibility and decision-making.
- Define commercial KPIs, monitor business performance, and implement corrective actions where required.
- Partner with Product Management, Marketing, and Engineering to support new product introductions and go-to-market strategies.
- Build strategic customer relationships and identify new growth opportunities across global markets.
- Ensure commercial compliance, pricing discipline, and consistent execution across all regions.
- Coach and develop commercial leaders while fostering a high-performance, accountable culture.
- Collaborate closely with global leadership and cross-functional teams to achieve business objectives.
Ideal Profile:
- A commercially driven global business leader who combines strategic thinking with disciplined execution. The individual should have experience building scalable commercial organisations, leading multicultural teams, and driving profitable growth through both direct and partner-led sales channels.
Experience
- 20+ years of professional experience with at least 10–15 years in international B2B commercial leadership.
- Strong experience within industrial manufacturing, capital equipment or engineered products.
- Demonstrated success leading international sales organisations and channel partner networks.
- Experience growing aftermarket, spare parts, consumables, or recurring revenue businesses is highly desirable.
- Proven track record of implementing commercial processes, governance frameworks, and performance management systems.
- Experience operating within a global or matrix organisation.
- Strong leadership experience managing geographically dispersed and multicultural teams.
Core Competencies
- Commercial strategy and execution
- Global sales leadership
- Channel and partner management
- Sales operations and commercial excellence
- CRM adoption and sales enablement
- Pricing and profitability management
- Forecasting and business planning
- Performance management
- People leadership and coaching
- Cross-cultural stakeholder management
- Change leadership
- Data-driven decision making
Qualifications and Personal Attributes
- B.E. / B. Tech / Diploma in engineering
- Ability to lead international teams.
- Strong ownership and execution mindset.
- Structured, analytical, and process oriented.
- Able to balance strategic thinking with operational execution.
- Influential, collaborative, and resilient.
- Comfortable operating in multicultural and matrix environments.
- Strong communication and stakeholder management skills.
- Willingness to travel internationally.
- Fluent in English; additional international languages are an advantage.
