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For Companies At a Glance
- Tasks: Lead commercial operations across EMEA, driving growth and efficiency.
- Company: Join a global leader in smart building solutions.
- Benefits: Enjoy a competitive salary, hybrid work model, and professional development opportunities.
- Why this job: Be part of a collaborative team that values your contributions and supports your growth.
- Qualifications: Bachelor's degree required; 8+ years in commercial operations with leadership experience.
- Other info: Opportunity to work cross-functionally and make a significant impact.
The predicted salary is between 72000 - 100000 £ per year.
Position Overview: The Head of Commercial Operations will play a critical role in driving business growth and operational efficiency across the EMEA region. This role is responsible for overseeing sales operations, pipeline management and analytics, and strategic initiatives that support the commercial team's objectives. The ideal candidate will have strong leadership skills, a data-driven mindset, and the ability to work cross-functionally to optimize commercial performance.
Key Responsibilities:
- Act as operational business partner to the Commercial Director, EMEALA.
- Develop and execute commercial operations strategies to support quota setting and attainment, front-line sales capacity planning and coverage, sales productivity, secured order/revenue growth (systems and service), margin expansion and capture of market-share entitlement.
- Lead and manage the commercial operations team, ensuring alignment with business goals and objectives.
- Align regional commercial activities and successfully deploy enterprise initiatives within the EMEALA region.
- Oversee sales operations, including pipeline management, forecasting, and performance analysis.
- Drive business analytics and insights to support strategic decision-making.
- Continuous improvement of core commercial intensity cadences, focused on improving pipeline health and win rates.
- Implement and optimize CRM and other sales tools as the application subject matter expert, enhancing efficiency, improving, and simplifying the user experience and ensuring data accuracy.
- Technology and process improvements to refine and simplify the ecosystem in which sales professionals win; particularly leveraging salesforce.com as the core CRM application, and expanding into areas such as sales coaching, configure – price – quote (CPQ) and marketing/lead automation.
- Collaborate effectively with sales, marketing, finance, IT, pricing, and product teams to streamline processes and improve operational execution.
- Align with pricing strategies, operational execution, and revenue optimization initiatives.
- Monitor key performance indicators (KPIs) and provision of actionable insights for commercial reviews and business planning discussions.
- Continually evaluate performance to identify future opportunities for improvement and barriers to achieving strategic growth and financial objectives.
- Collaborate with Learning & Development teams to design and deploy impactful onboarding/ongoing seller and manager training, including effective use of sales tools, coaching skills, solution selling etc.
- Use eNPS pulse scoring and insights to inform deployment of initiatives that improve the employee experience within sales teams, increasing engagement.
- Work closely with Total Rewards teams on continuous improvement of Sales Incentive Plan design to maximise effectiveness and reward/recognition of sales teams.
- Identify and mitigate risks to commercial operations, ensuring compliance with company policies and industry regulations.
Qualifications:
- Bachelor’s degree in Business, Finance, Marketing, or a related field; MBA preferred.
- 8+ years of experience in commercial operations, sales operations, or related roles, with at least 3 years in a leadership position.
- Strong analytical and problem-solving skills with a data-driven approach.
- Proficiency in CRM systems (Salesforce a distinct advantage) and business intelligence tools (e.g., Power BI).
- Excellent leadership, communication, and interpersonal skills – including the ability to succinctly clarify, explain and engage others in concepts and initiatives.
- Proven track record of driving operational improvements and supporting secured order growth.
- Ability to thrive in a fast-paced, dynamic environment with cross-functional teams.
Key Competencies:
- Strategic Thinking
- Analytical Acumen
- Leadership & Team Management
- Communication & Influence
- Project Management
- Problem Solving
- Adaptability
What We Offer:
- Competitive salary and benefits package.
- Hybrid working model with flexibility to suit your needs.
- A collaborative and inclusive work environment.
- Opportunities for professional development and growth.
- The chance to collaborate with a global leader in smart building solutions.
Join us and be a part of a team that values your contributions and supports your growth!
Head of Commercial Operations EMEA employer: Johnson Controls, Inc.
Contact Detail:
Johnson Controls, Inc. Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Head of Commercial Operations EMEA
✨Tip Number 1
Familiarise yourself with the latest trends in commercial operations and sales analytics, particularly within the EMEA region. This knowledge will not only help you understand the market better but also demonstrate your commitment to staying ahead in the field.
✨Tip Number 2
Network with professionals in the industry, especially those who have experience in leadership roles within commercial operations. Engaging with them can provide valuable insights and potentially lead to referrals or recommendations for the position.
✨Tip Number 3
Showcase your proficiency in CRM systems, particularly Salesforce, by discussing specific projects or initiatives where you've successfully implemented or optimised these tools. This will highlight your technical skills and your ability to drive operational efficiency.
✨Tip Number 4
Prepare to discuss your leadership style and how you've managed cross-functional teams in the past. Be ready to share examples of how you've driven strategic initiatives and improved performance, as this will be crucial for the Head of Commercial Operations role.
We think you need these skills to ace Head of Commercial Operations EMEA
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in commercial operations and leadership roles. Use specific examples that demonstrate your ability to drive business growth and operational efficiency, as outlined in the job description.
Craft a Compelling Cover Letter: Write a cover letter that addresses the key responsibilities of the role. Emphasise your data-driven mindset and leadership skills, and explain how your previous experiences align with the company's objectives in the EMEA region.
Highlight Relevant Skills: In your application, focus on key competencies such as strategic thinking, analytical acumen, and project management. Provide concrete examples of how you've successfully applied these skills in past roles.
Showcase Your Knowledge of CRM Systems: Since proficiency in CRM systems like Salesforce is a distinct advantage, mention any relevant experience you have with these tools. Discuss how you've used them to enhance sales operations and improve efficiency in previous positions.
How to prepare for a job interview at Johnson Controls, Inc.
✨Showcase Your Leadership Skills
As the Head of Commercial Operations, strong leadership is crucial. Be prepared to discuss your previous experiences in leading teams, driving operational improvements, and how you’ve successfully aligned team objectives with business goals.
✨Demonstrate Analytical Acumen
This role requires a data-driven mindset. Bring examples of how you've used analytics to inform strategic decisions, improve sales productivity, or enhance pipeline management. Familiarity with tools like Salesforce and Power BI will be beneficial.
✨Prepare for Cross-Functional Collaboration
You’ll need to work closely with various departments. Be ready to share instances where you’ve effectively collaborated with sales, marketing, finance, and IT teams to streamline processes and achieve common goals.
✨Understand the Market Landscape
Research the EMEA market and be prepared to discuss trends, challenges, and opportunities. Showing that you have a grasp of the regional dynamics will demonstrate your strategic thinking and readiness for the role.
