Head of Group Commercial Excellence

About the role

We are looking for a Head of Group Commercial Excellence to transform how ITAB wins, grows and delivers value for customers.

You will shape and embed a consistent commercial approach across our regions—strengthening sales effectiveness, improving margins and using data, digital tools, automation and AI to accelerate profitable growth.

This is a senior, highly influential role in a global matrix organisation. You will work closely with regional and country leaders and teams across Sales, Commercial, Solution Design, Marketing, Digital, IT and People & Culture.

What you will do

Transform commercial performance

• Turn successful local practices into scalable Group-wide capabilities.
• Improve revenue quality, profitability, gross margin and conversion.
• Embed consistent sales methods and go-to-market practices.
• Strengthen pricing, solution selling, cross-selling and portfolio growth.

Simplify how we work

• Standardise and improve commercial processes, governance and ways of working.
• Lead the development and adoption of our Group CRM operating model.
• Improve CRM usage, data quality and pipeline visibility.
• Simplify workflows and reduce duplication across the commercial organisation.
• Measure adoption and take action where progress is off track.

Accelerate digital and AI adoption

• Identify practical uses for AI, automation and data across commercial activities.
• Improve productivity, customer engagement, insight and decision-making.
• Partner with IT, Digital and Business Systems to deliver scalable solutions.

Strengthen customer value

• Help sales teams clearly demonstrate customer value and return on investment.
• Develop sector playbooks and value propositions for our primary retail sectors.
• Build compelling case studies alongside Marketing that show measurable customer impact.

Build commercial capability

• Help teams create scalable, differentiated and profitable solutions.
• Strengthen value-based selling, strategic account development and commercial leadership.
• Partner with People & Culture to deliver training, coaching and on-the-job development.

Lead through influence

• Coordinate commercial transformation across regions and functions.
• Build strong relationships with senior leaders and commercial teams.
• Balance Group-wide consistency with local market needs.
• Use customer feedback, including NPS & CSAT, to improve performance.

What you will bring

You are an experienced commercial transformation leader who can turn strategy into measurable results. You know how to influence across a complex international organisation and bring people with you through change.

You will also bring:

• A strong track record in commercial excellence, sales transformation, digital enablement or operational improvement within a complex B2B business.
• Deep knowledge of commercial operating models, sales processes and change management.
• Experience improving sales effectiveness, customer value, margins and commercial performance.
• Strong knowledge of CRM, workflow technologies and data-led ways of working.
• The ability to simplify complexity and focus teams on the highest-value opportunities.
• Strong analytical, problem-solving and continuous-improvement skills.
• Confidence influencing senior stakeholders across countries and functions.
• Excellent written and spoken English; additional languages are an advantage.

What success looks like

Within your first 12 months, you will have:

• Established a clear and consistent commercial operating framework across ITAB Group.
• Increased CRM adoption, data quality and pipeline visibility.
• Embedded common sales methods and commercial excellence practices.
• Delivered measurable productivity gains through AI, automation and simpler processes.
• Improved customer feedback and follow-up through effective NPS & CSAT programmes.
• Strengthened collaboration and knowledge sharing across regions.
• Demonstrated measurable improvements in revenue quality, gross margin, customer value and commercial productivity.

Why join us?

ITAB Group develops, manufactures, sells and installs a broad range of solutions and services, with our portfolio consisting of interior fixtures, in-store technology, lighting and sound for the retail sector. The Group has approximately SEK 13.3 billion in annual sales, some 5,300 employees and 22 production facilities in Europe, South America and China.

Together with our customers, we co-create retail experiences that connect people with brands they love by sharing our collective experience, commercial insights, solutions, services and design thinking, driven by strong local hearts and global minds, underpinned by our brands: ITAB, HMY, Imola Retail Solutions, Checkmark and Blink.

This is an opportunity to play a key role in shaping how ITAB Group works commercially across international markets. You will help create the processes, capabilities and digital tools that enable our teams to work more effectively, deliver greater customer value and support profitable growth.

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