Sales Excellence Coordinator

The Sales Excellence Coordinator is responsible for driving commercial effectiveness, sales process optimization, performance analytics, and operational excellence across the Protective & Marine business. This role partners closely with Sales, Marketing, Finance, Customer Service, Supply Chain, and Commercial Leadership to improve sales productivity, increase forecast accuracy, optimize territory performance, and support strategic growth initiatives.

The position serves as a key contributor in translating business strategy into actionable sales programs, leveraging data-driven insights, CRM governance, KPI management, and continuous improvement methodologies to enhance commercial execution and customer outcomes, and trigger actions to optimize inventory through a direct collaboration with Global Supply Chain and Consumer Brands Group.

Key Responsibilities

1. Sales Performance Management

• Monitor, analyze, and report on sales performance against business objectives, budgets, and growth targets.
• Develop and maintain sales dashboards, scorecards, and KPI reporting tools.
• Identify sales trends, opportunities, risks, and performance gaps and provide actionable recommendations.
• Support monthly, quarterly, and annual business reviews with commercial leadership.

1. Pricing Management & Commercial Profitability

• Support the development, execution, and monitoring of pricing strategies aligned with business growth and profitability objectives.
• Analyze pricing performance, price realization, margin trends, rebates, discounts, and competitive positioning across product portfolios and market segments.
• Collaborate with Sales, Finance, Product Management, and Commercial Leadership to implement pricing actions and margin improvement initiatives.
• Maintain pricing dashboards and monitor compliance with approved pricing policies and governance standards.
• Support annual and mid-year price increase programs, customer pricing reviews, and commercial negotiations through data-driven analysis.
• Identify pricing leakage, unauthorized discounting, and margin erosion opportunities and recommend corrective actions.
• Conduct customer and segment profitability analysis to support strategic account planning and pricing decisions.
• Evaluate project pricing opportunities and provide analytical support for large bids, tenders, and key account agreements.
• Monitor competitive pricing trends and market dynamics within Protective & Marine coatings segments.
• Assist in the development of pricing models, value-selling tools, and commercial guidelines that enable profitable growth.

1. Forecasting & Commercial Planning

• Collaborate with sales managers and business leaders to improve sales forecasting accuracy.
• Consolidate forecast data and provide analytical support for demand planning and business planning cycles.
• Participate actively in demand planning and S&OP meetings.
• Assist with territory planning, account segmentation, and customer portfolio analysis.
• Support annual operating plans, target-setting exercises, and strategic sales initiatives.

1. Business Analytics & Insights

• Analyze market, customer, product, pricing, and sales channel performance data.
• Identify growth opportunities within key market segments including infrastructure, energy, marine, oil & gas, manufacturing, power generation, and protective coatings applications.
• Generate insights that support account strategies and commercial decision-making.
• Develop regular and ad hoc reports for management and field sales teams.

1. CRM & Sales Process Excellence

• Drive adherence to sales processes, opportunity management standards, and pipeline discipline.
• Coordinate CRM data quality initiatives and promote best practices across the sales organization.
• Support implementation and optimization of sales enablement technologies.

1. Sales Enablement & Training Support

• Coordinate onboarding and training programs for new sales team members.
• Support development of sales tools, playbooks, performance dashboards, and customer engagement resources.
• Assist in rolling out sales excellence programs and continuous improvement initiatives.
• Promote adoption of standardized sales methodologies and best practices.

1. Cross-Functional Collaboration

• Partner with Marketing on campaign performance tracking and lead management processes.
• Coordinate with Finance regarding pricing analysis, profitability reporting, and sales incentives.
• Work with Supply Chain and Customer Service teams to ensure alignment between customer commitments and operational capabilities.
• Support strategic projects aimed at improving customer experience and commercial effectiveness.

1. Continuous Improvement

• Lead or participate in projects focused on process optimization and operational efficiency.
• Identify automation opportunities within reporting, forecasting, and sales workflows.
• Utilize Lean, Six Sigma, or similar methodologies to improve commercial processes.
• Benchmark sales excellence practices and recommend enhancements.

Key Performance Indicators (KPIs)

• Sales forecast accuracy
• CRM adoption and data quality metrics
• Pipeline health and opportunity conversion rates
• Sales productivity improvements
• Commercial reporting accuracy and timeliness
• Strategic initiative execution
• Territory and account performance optimization
• User adoption of sales excellence tools and processes

Qualifications

Education

• Bachelor's degree in Data Analytics, Business Administration, Sales, Marketing, Finance, Engineering, or a related field.
• Experience of 4+ years in sales excellence
• MBA or advanced business certification is considered a plus.
• English – intermediate (B1/B2)

Experience

• 3-5 years of experience in Sales Operations, Sales Excellence, Commercial Excellence, Business Analytics, Sales Support, or related commercial functions.
• Experience supporting field sales organizations and commercial leadership teams.

Technical Skills

• Advanced Microsoft Excel and Power BI.
• Strong proficiency in CRM systems such as Salesforce, Microsoft Dynamics, or equivalent.
• Experience with sales analytics, forecasting, and dashboard development.
• Understanding of pricing analysis and commercial performance management.
• Strong Microsoft Office Suite capabilities, particularly PowerPoint and Excel.
• Familiarity with ERP systems such as SAP is an advantage.

Competencies

• Analytical thinking and problem solving
• Business acumen and commercial mindset
• Data-driven decision making
• Strong communication and presentation skills
• Project management and organizational skills
• Continuous improvement orientation
• Attention to detail and accuracy
• Ability to influence without direct authority
• Collaboration and stakeholder management
• Customer-focused mindset