Commercial Excellence Leader, Gulf Cluster

Role Purpose

Lead the Gulf Commercial & Sales Excellence by driving sales productivity, commercial execution, customer coverage effectiveness, digital sales transformation, and data-driven decision making.

The role acts as a strategic partner to sales leadership, ensuring the deployment of best practices, governance, tools, processes, and analytics that improve growth, pipeline management, forecast accuracy, and customer engagement across the Gulf cluster.

Key Responsibilities

Commercial Excellence & Sales Performance


* Own the Gulf Sales Excellence roadmap and transformation agenda.


* Monitor and improve commercial KPIs, pipeline quality, platforming effectiveness, and sales productivity.


* Lead monthly sales performance reviews with cluster leadership.


* Develop and maintain Sales Excellence dashboards and business reviews.


* Drive continuous improvement initiatives to increase commercial efficiency and customer coverage effectiveness.

Sales Incentive Plan


* Govern SIP target setting, accountability matrices, validation processes, and payout readiness.


* Ensure compliance with commercial governance and global standards.


* Coordinate cross-functional reviews with Finance, HR, Sales Leaders, and Strategy teams.


* Support annual planning, target deployment, and performance tracking activities.

Customer Coverage & Platforming Excellence


* Lead customer coverage optimization and account ownership governance.


* Drive platforming campaigns, account lifecycle management, and account data quality.


* Ensure Blue Zone, White Zone, AMP, PAM and customer coverage metrics are actively monitored and improved.


* Support sales leaders in resolving ownership, transfer, and data quality issues.

Pipeline & Forecast Excellence


* Drive pipeline trust, opportunity quality, and sales funnel governance.


* Lead pipeline management and development.


* Partner with sales leadership to improve forecast accuracy and business visibility.


* Provide actionable insights and recommendations based on sales analytics.

Digital Sales Transformation


* Champion adoption of Copilot for Sales, Sales Coach, Sales Engagement, LinkedIn Sales Navigator, and future digital sales capabilities.


* Identify productivity improvement opportunities through automation, AI, and digital tools.


* Drive user adoption, change management, training, and business impact measurement.


* Partner with HR and business stakeholders to build a culture of digital selling.

Skills & Experience

Required


*
+ 8+ years in Sales Excellence, Business Operations, Commercial Excellence, Sales Operations, Business Intelligence, or Strategy.
+ Strong analytical and data management capabilities.
+ Experience managing commercial transformation initiatives, change management
+ Executive stakeholder management and influencing skills.
+ Excellent communi...