Commercial Excellence Manager

CHEP helps move more goods to more people, in more places than any other organization on earth via our 347 million pallets, crates and containers. We employ approximately 13,000 people and operate in 60 countries. Through our pioneering and sustainable share-and-reuse business model, the world’s biggest brands trust us to help them transport their goods more efficiently, safely and with less environmental impact. 

What does that mean for you? You’ll join an international organization big enough to take you anywhere, and small enough to get you there sooner. You’ll help change how goods get to market and contribute to global sustainability. You’ll be empowered to bring your authentic self to work and be surrounded by diverse and driven professionals. And you can maximize your work-life balance and flexibility through our Hybrid Work Model.

Are you a commercial excellence leader who thrives on optimizing sales processes, driving CRM-enabled execution, and creating scalable ways of working that improve business performance? As the Commercial Excellence Manager, you will lead initiatives that enhance the consistency, effectiveness, and efficiency of commercial execution across the organization. You will strengthen the connection between sales execution and demand planning through improved processes, tools, and operating rhythms that support more accurate forecasting and cost reduction.

This role partners closely with Sales Leadership, Learning & Development, Data & Analytics, Customer Experience, and Technology teams, to champion the adoption of commercial sales methodologies, training programs, and best practices that drive executional excellence.

As the business process owner for CRM-enabled selling, you will translate commercial needs into practical process improvements, reporting solutions, and system enhancements while leading cross-functional efforts to improve funnel governance, customer management, workflow efficiency, data quality, and user adoption. This role is ideal for a strategic yet hands-on professional who is passionate about continuous improvement, change management, and leveraging data, technology, and AI-enabled capabilities to help commercial teams achieve stronger business outcomes.

• Improve the consistency, effectiveness and scalability of commercial execution through better sales processes, operating rhythms and CRM-enabled ways of working.
• Strengthen the connection between commercial execution and demand planning by improving the processes, tools and ways of working that drive better forecast accuracy, efficiency and cost reduction.
• Build the adoption and practical application of coordinated commercial sales training programs, methodologies and tools by partnering with Sales leadership and Learning & Development to reinforce desired behaviors, embed best practices and support executional consistency across the commercial organization.
• Act as the business process owner for CRM-enabled selling, translating commercial needs into practical processes, reporting and system improvements with Sales, Data & Analytics and CX/ Technology.

• →Own and improve core commercial processes/key indicators, including opportunity management, funnel governance, activity management and CRM-enabled selling.

• →Embed proactive customer management practices that enable commercial teams to identify and act on customer risks, needs, and growth opportunities through actionable alerts, insights and defined intervention playbooks
• →Own the funnel governance framework, including review standards, metrics, decision criteria and reporting requirements, enabling Sales leaders to conduct consistent opportunity and funnel reviews.

• →Own commercial workflow design, driving CRM and process adoption through communications, training support, playbooks and feedback loops to support effective commercial execution.

• →Monitor data quality and process adherence, identify systemic gaps and partner with Sales, Data & Analytics and process owners to coordinate corrective actions.

• →Simplify seller workflows, reduce admin burden and improve the seller experience.

• →Support rollout and adoption of priority commercial tools, reporting and digital/AI-enabled selling capabilities.

• →Coordinate delivery across Sales, Marketing, Data & Analytics, Customer Experience and other partners.

• →Manage a prioritized commercial excellence roadmap based on value, effort and change capacity.

• Bachelor's degree or equivalent relevant business experience
• Demonstrated knowledge of commercial processes and CRM-enabled sales execution·
• Strong analytical, process design, communication and stakeholder management capability·  
• Formal training or certification in process improvement, change management, project management or Salesforce·  
• Experience in CPG, supply chain, logistics or a related B2B environment
• Experience in commercial excellence, sales operations, business process improvement, CRM product ownership, commercial analytics, change management or business transformation.
• Experience designing, documenting and improving end-to-end commercial processes.   
• Experience supporting Salesforce or a comparable CRM platform as a business owner, process owner or advanced business user.
• Experience developing or operating funnel governance, pipeline reviews, commercial reporting and performance cadences.
• Experience translating business needs into clear requirements and partnering with technical teams through design, testing and deployment.
• Experience leading cross-functional initiatives and driving adoption without direct authority.
• Experience using data and stakeholder feedback to diagnose issues, prioritize improvements and measure outcomes.