Commercial Excellence Lead

We are seeking Commercial Excellence Lead, to be based in our HQ location in Hedehusene joining our Group Commercial Excellence department. Group Commercial Excellence was formed in early 2023 as a merge between Sales and Digital Marketing, with a vision of delivering a superior customer experience across all touchpoints, by owning the full customer funnel from lead to cash. Ready to help build a better future for generations to come? In an ever-changing, fast paced world, we owe it to ourselves and our future generations to live life responsibly. At ROCKWOOL, we work relentlessly to enrich modern living through our innovative stone wool solutions. Join us and make a difference! Your future team We are a diverse team of thirty colleagues being eight different nationalities and divided into three smaller specialist teams that focus on improving and building digital channels, ensuring outstanding customers interactions. You will be joining a team of six members, the Pipeline and lead mgmt. team which focuses on Campaign management, ad-tech platforms, Marketing Automation, CRM platforms at ROCKWOOL and sales engagement strategies. What you will be doing : Commercial Excellence Lead serves as a key member of the Commercial Excellence department and owns demand creation and pipeline generation initiatives that directly drive revenue growth. The role focuses on ensuring we engage the right opportunities from the earliest stage, working to shape pipeline quality over volume through early customer engagement and strategic specification alignment. You will drive customer understanding, market shaping, and early commercial influence across the sales and marketing functions. In this role you will :

• Own demand creation, pipeline generation, and quality shaping : Design and execute demand creation strategies that generate high-quality pipeline opportunities aligned with commercial priorities. – Drive pipeline generation initiatives and lead management strategies that directly contribute to revenue targets and sales team effectiveness. – Partner with sales teams to drive early customer engagement and specification alignment, maximising win probability.
• Drive strategic sales enablement initiatives : Own the conversion kit development—equipping sales teams with compelling, customer-centric tools and content. – Design and implement the engagement model framework to standardise how we approach and advance opportunities through the pipeline. – Develop prospecting and account selection strategies.
• Lead and manage commercial projects with stakeholder oversight : Act as project lead on key sales enablement and demand generation initiatives, owning timelines, deliverables, and resource coordination. – Proactively identify and manage risks and challenges, establishing accountability mechanisms to track progress against KPIs. – Provide clear, regular updates to senior stakeholders on commercial strategy progress, pipeline quality trends, and enablement ROI.
• Drive adoption and commercial standards : Work hands-on with sales and marketing teams to track adoption metrics and refine enablement tools based on feedback and performance data.– Establish commercial standards that define quality engagement and specification processes across Marketing and Sales.
• Build scaleable frameworks and lead commercial transformation : Design and scale best-practice frameworks and processes that create repeatable, sustainable commercial capability. – Engage with key market stakeholders to understand evolving needs and shape commercial strategy accordingly. – Apply classical project management practices to ensure enablement initiatives are delivered on time, on scope, and with measurable impact.

What you bring :

• +5 years of professional experience in roles such as Sales Enablement, Sales Operations, Commercial Transformation Consulting, or Commercial Excellence, ideally within a B2B environment. We are also open to experienced Sales Professionals from similar industries.
• Demonstrated success in designing and implementing sales enablement programs that improved conversion rates, pipeline quality, or sales productivity.
• Hands-on ability to develop sales tools, content frameworks, and engagement models (e.g., conversion kits, playbooks, sales collateral), and proficiency with CRM systems (e.g., Microsoft Dynamics), analytics dashboards, or business intelligence tools
• Skilled communicator and facilitator able to influence and drive adoption across sales and marketing teams, with the ability to build consensus without formal people management authority.
• Data-driven mindset with ability to measure and report on pipeline quality, conversion metrics, and commercial impact.
• Customer-focused with ability to translate customer needs into actionable sales strategies.
• Project management capability with experience planning, executing, and scaling commercial initiatives across multiple stakeholders.
• Ability to identify and manage risks and challenges in complex, multi-functional environments.
• Excellent communication skills in English, both written and verbal.

What we offer : You will be part of a company where we trust and empower you to grow both professionally and personally, and where we provide you with the opportunity to work with dedicated, fun and down-to earth colleagues. You will have the chance to travel to our global markets to facilitate collaboration and adoption of the transformation. We will provide a thorough onboarding for you to engage smoothly in the tasks and responsibilities. How To Apply If you are ready to embark on a digital adventure with us, please apply with your CV that includes a short motivation of why you are applying for the position. Feel free to reach out to the Head of Pipeline and lead mgmt. by email frederik.petersen@rockwool.com Who We Are At ROCKWOOL, everything we do is based on releasing the natural power of stone to enrich modern living. We help our customers and communities tackle many of today’s biggest sustainability and development challenges, from energy consumption and noise pollution to fire resilience, water scarcity and flooding. Our product range reflects the diversity of the world’s needs, while supporting our stakeholders in reducing their own carbon footprint. Stone wool is a recyclable, versatile material that forms the basis of all our businesses. With