Commercial Excellence Manager

Job Title: Commercial Excellence Manager 

Location: Copenhagen, Denmark 

Work Type: Full-Time 

About The Role: 

The Commercial Excellence Manager is responsible for driving category performance improvement across the International Sales team by developing and executing strategies, tools, and processes that enhance sales effectiveness and revenue growth. This role acts as a strategic partner to Sales, Marketing, Finance, and Operations, enabling data-driven decision-making, continuous improvement, and best practice sharing.  

Responsibilities:

 
Category Sales Strategy & Enablement 

• Develop category execution plans based on market data and insights (Sales in market, competition etc) that feeds into the Commercial business plan. 
• Support the development and deployment of category strategies and go-to-market plans. 
• Identify growth opportunities and market gaps 
• Select, manage and optimize the product assortment 
• Support decisions on product life cycle: introductions, discontinuations, product enhancements etc 

 
Performance Management 

• Monitor and evaluate category performance, leveraging key performance indicators (KPIs) to identify areas for improvement and implement corrective measures. Track commercial effectiveness. 
• Conduct sales performance analysis (sales in market) and generate actionable insights to drive improvement. 
• Measure NPD effectiveness in key markets and feed learnings into future concepts and adjustments 
• Drive competitor-based pricing to drive profitability and monitor NSV split overview per category and set commercial standards & targets towards ROW commercial team 
• Guide pricing to optimize profitability while considering market dynamics and customer value perception. 

 
Commercial Processes & Tools 

• Build and monitor Sales dashboard (SIM, NPD etc) for the top10 markets in Category 
• Develop and maintain robust category management tools and processes, ensuring seamless strategy execution across the team. 
• Collaborate with marketing teams to develop effective product messaging, positioning and communication strategies. 
• Monitor BLD process for the category to secure OTIF launches in markets 
• Ensure standardized best practices within the category are followed across markets and teams. 

 
Cross-Functional Collaboration 

• Partner with Marketing, Finance, and Operations to align pricing strategies, NPD planning, and customer segmentation within the category. 
• Act as a liaison between the sales team and Leadership, ensuring alignment and feedback loops. 

 
Skills and Experience Required: 

• Bachelor’s degree in Business, Marketing, Economics, or related field (MBA preferred) 
• 4+ years of experience in Sales, Commercial Strategy, Business Consulting, or Commercial Excellence roles 
• Strong analytical skills with proficiency in tools like Excel, Power BI, Salesforce, or equivalent 
• Solid understanding of sales processes and performance management frameworks 
• Excellent communication, presentation, and stakeholder management skills 
• Change management and project leadership experience is a strong advantage. 

What’s on Offer? 

You will receive a comprehensive compensation package. Our benefits differ across regions, and our recruiting team will provide more details during the process. 

Our Hiring Process:

Before entering the hiring process, your application will be reviewed by our recruiting team. Applications are assessed against the key competencies required for the role. If your experience aligns, the process will consist of the following stages: 

• Recruiter Screen
• Hiring Manager Interview
• Peer Interview
• Leadership Interview 

Please be informed that this Direct Search is conducted exclusively by Scandinavian Tobacco Group. We do not accept applications from agencies, and we will not provide compensation for unsolicited CVs.