Sr Principal, Enterprise Commercial Excellence EMEA

Overview

As a Sr Principal, Business Process Analyst (Commercial), you will be responsible for delivering transformative improvements in our commercial capabilities. This role requires deep expertise in commercial operations, strong analytical capabilities, and the ability to translate strategic objectives into scalable business processes supported by technology and data. The desired business outcomes include designing, optimizing, and governing core commercial processes and commercial value capture initiatives maximizing revenue growth. This role partners with global sales leadership, commercial excellence, finance, IT, and operations to improve scalability, efficiency, and data quality in areas such as lead-to-cash, funnel management, pricing governance, and CRM processes.

Responsibilities

• Collaborate with commercial leadership and functional SMEs to understand current-state processes, define future-state operating models, and implement scalable solutions that improve commercial efficiency, effectiveness, and value capture
• Lead gap analysis, future-state process design, and implementation execution across key commercial workflows (e.g., lead-to-cash, funnel management, pricing governance), ensuring initiatives are tied to clearly defined business outcomes such as revenue growth, margin improvement, and sales productivity
• Facilitate cross-functional working sessions and executive discussions by defining clear agendas, articulating objectives, and driving alignment across sales, commercial excellence, finance, and IT stakeholders
• Develop clear and compelling materials that communicate process designs, project updates, value capture opportunities, and make strategic recommendations to audiences ranging from operational teams to executive leadership
• Partner with digital and analytics teams to ensure commercial processes are effectively supported by CRM and data systems, enabling accurate reporting, forecasting, and visibility into value capture performance
• Define success metrics, track the impact of implemented improvements, and partner with stakeholders to execute interventions that drive measurable value realization and sustained adoption across commercial teams

 

Qualifications

• Bachelor’s degree in business, Engineering, Economics, or a related discipline
• 12+ years of experience in commercial operations, business process management, or sales operations.
• Demonstrated experience in global organizations with complex sales models
• Strong understanding of commercial processes including lead-to-cash, opportunity management, pricing governance, and forecasting
• Experience with CRM platforms (e.g., Salesforce or similar)
• Proven ability to lead cross-functional transformation initiatives
• Strong analytical and problem-solving skills
• Solid understanding of Lean concepts and tools a plus
• Strong influencing skills, proven ability to work across organizational boundaries driving change and harmonization across a global organization 
• Results oriented mindset, operates with high sense of urgency. Proven track record of solving