Position Overview
The
Director – Commercial Effectiveness (Commercial Excellence) is a senior leadership role responsible for driving endtoend commercial effectiveness across the Crop Protection businesses. This role shapes and executes the commercial excellence
strategy to deliver sustainable growth, productivity, and customer-centric outcomes through strong ownership of field force effectiveness, digital enablement, customer loyalty programs, commercial analytics, and sales capability building.
Key Responsibilities
- Define and execute a comprehensive Commercial Excellence roadmap for Crop Protection businesses aligned with overall business strategy and growth priorities.
- Act as a strategic advisor to Sales and Marketing leadership on gotomarket models, channel strategy, pricing execution, customer segmentation, and portfolio prioritization.
- Drive enterprise-wide adoption of standardized commercial excellence frameworks while allowing for businessspecific nuances.
- Lead Field Force Effectiveness initiatives including territory design, target setting, call planning, workload optimization, incentive effectiveness, and performance governance.
- Ensure optimal deployment of sales resources to maximize reach, coverage, and ROI across regions and customer segments.
- Partner with Sales Leadership to continuously improve sales productivity and execution discipline.
- Own and accelerate the digital commercial agenda, including CRM adoption, digital selling tools, omnichannel engagement models, and sales process digitization.
- Collaborate with IT/Digital teams to deploy scalable, usercentric solutions that enhance sales effectiveness and customer experience.
- Drive high adoption, data quality, and value realization from digital platforms across the field organization.
- Design and lead Customer Loyalty Programs across Crop Protection businesses to strengthen customer relationships and lifetime value.
- Utilize customer insights, segmentation, and value-based approaches to enhance retention, crosssell, and share of wallet.
- Ensure loyalty initiatives are measurable, compliant, and aligned with brand and commercial objectives.
- Build and lead a strong Commercial Analytics capability, delivering actionable insights across performance management, forecasting, pricing execution, promotions, and customer behavior.
- Drive datadriven decision-making by translating analytics into clear business recommendations for leadership teams.
- Establish standardized dashboards, KPIs, and governance models to track commercial performance and ROI.
Key Stakeholders And Interactions
The role partners closely with Business Unit Heads, Marketing, Sales, Finance, IT/Digital, embed bestinclass commercial practices across the organization.
Qualifications & Experience
- MBA or equivalent postgraduate degree in Management, Marketing, Strategy, or related field.
- 15+ years of progressive experience in Commercial Excellence, Sales Enablement, Strategy, or related roles within the Agri, Seeds, Crop Protection, FMCG, or Life Sciences/Pharma sectors.
- Strong hands-on experience across field force effectiveness, digital transformation, analytics, and customer-focused commercial models.
- Proven ability to lead and scale diverse, crossfunctional teams.
- Build a highperformance, collaborative culture with clear accountability and strong talent pipelines.
- Champion continuous improvement, innovation, and best practice sharing across teams and geographies.
- Ensure all commercial excellence initiatives comply with company policies, regulatory requirements, and ethical standards.
- Lead change management efforts to drive adoption of new processes, tools, and ways of working across the organization.
