CRO

Define and implement Excelpro’s commercial strategy to develop markets, convert business opportunities into profitable orders, and establish long-term business relationships with customers, distributors, manufacturers, and partners, in close collaboration with the Sales and Operations teams.

Ensure a strong and profitable order backlog, with accountability for sold gross margin in accordance with expected profitability targets. This includes developing and maintaining technical knowledge of the customer portfolio, ensuring the quality of business relationships, and establishing commercial agreements with distributors and manufacturers through an integrated Sales and Operations approach.

RESPONSABILITIES

Commercial Strategy and Market Development

• Define and implement the commercial strategy in alignment with the company’s strategic direction and growth objectives.
• Identify, qualify, and prioritize new markets, industries, and growth opportunities with the greatest profitability potential.
• Analyze market trends, customer needs, and competitive positioning to guide commercial decisions.
• Drive strategic innovation in commercial approaches, markets, products, and technologies by identifying customer needs, market potential, and go-to-market requirements.
• Define market development and penetration strategies.
• Ensure that commercial agreements protect expected profitability targets and support the company’s market development strategy.
• Contribute to the organization’s strategic and tactical planning.

• Lead partnership development and the development of new offerings, in collaboration with the Brand, Finance, and Operations teams.
• Establish strategic direction for the management and development of key accounts.
• Build and maintain long-term relationships with key customers and business partners.
• Negotiate and maintain commercial agreements with customers, distributors, manufacturers, and strategic partners.
• Develop and maintain strong customer relationships by ensuring quality commitments, a thorough understanding of customer needs, and business relationship continuity.
• Ensure a high-quality customer experience and strengthen long-term business relationships.

• Oversee commercial contracts and related legal matters, particularly contractual obligations, commercial terms and conditions, commitments between parties, and associated risks.
• Protect the company’s commercial interests in its agreements, business relationships, and contractual commitments.
• Oversee intellectual property matters related to commercial activities, partnerships, and the development of new offerings, in collaboration with specialized resources.

• Provide direction and oversight for business development and sales activities.
• Oversee the business opportunity pipeline and monitor commercial activities.
• Identify growth opportunities among both new and existing customers.
• Monitor commercial performance and implement the necessary actions to achieve growth objectives.
• Identify commercial innovation opportunities and opportunities to diversify the company’s offering.
• Lead the development of new product and service offerings based on market needs.
• Collaborate with relevant teams to transform business opportunities into solutions tailored to customer needs.
• Contribute to the evolution and standardization of the Group’s commercial offering.

• Be accountable for sold gross margin and the financial soundness of commercial commitments made to customers.
• Ensure that project scope, assumptions, exclusions, risks, commercial terms, timelines, and acceptance criteria are clearly defined before a sale is finalized.
• Collaborate in the ideation process during the estimating phase to translate customer needs into relevant, feasible, and commercially viable solutions.
• Involve Operations, Engineering, Procurement, and Finance at the appropriate stages to validate feasibility, capacity, costs, risks, and profitability.
• Ensure a structured handover from Sales to Operations and maintain traceability between sold margin, transferred margin, and execution conditions.

• Lead and engage the commercial, sales, and legal teams within the function.
• Establish roles, governance frameworks, decision-making authority, and performance monitoring mechanisms.
• Establish relevant performance indicators.
• Serve as a member of the Executive Committee.
• Work closely with Executive Committee members to ensure alignment between commercial and operational strategies.
• Foster an integrated approach between business development, marketing, and project execution.
• Establish annual priorities, ensure rigorous execution of action plans, and report on results, variances, and corrective measures.

• Bachelor’s degree in Business Administration, Management, Engineering, or a related field, or an equivalent combination of education and experience.
• Experience in strategic account management and partnership development.
• Significant experience in commercial management and business development within an industrial environment.
• Strong understanding of technical solutions, customer projects, and related business challenges.
• Strategic Vision.
• Engaging Leadership.
• Delegation.
• Leadership and Direction.
• Initiative.
• Persuasion and Influencing Skills.
• Organizational Skills.