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Head of Commercial Excellence

Would you like to define and drive Commercial Excellence together with channel and customer development in one of the major global players in FMCG? And are you able to drive this agenda forward in close collaboration with our European Leadership Team and Customer Leadership Team (Sales Director Board) across Arla Foods? Then this might be your next step.

“Arla is heading into a new strategy period towards 2025 and Commercial Excellence will play a significant role in driving an ambitious Sales and Customer agenda to deliver the framework and drive the strategy for Arla. The Sales Channel landscape has been reconfiguring significantly in the past years and drives new demands for how we enable the Sales Org. to win with our Retailer Customers across all Channels”, SVP Commercial Operations Europe Jakob B. Knudsen explains.

The job

The Head of Commercial Excellence reports to SVP Commercial Operations Europe and is responsible for driving, developing and delivering the Arla Sales & Customer agenda in a close collaboration with the European Leadership Teams as well as the Customer Leadership Teams. The responsibilities cover all customers and sales channels including Grocery, Discount, e-Com and Convenience.

There is a  team reporting directly to the Head of Commercial Excellence. This team operates via an extensive interface directly and indirectly  across the European matrix organisation, spanning across sales process, channel development, customer operations, demand planning and customer marketing.

The responsibilities include:

  • Managing the Customer Leadership Team (Sales Director board), defining the board Purpose, Strategy and Action plan
  • Taking the Customer Leadership Team agenda forward with the respective Leadership teams in Sales focused on; Customer Operations, Customer Marketing and individual Sales Channels Development Teams & Customer Teams (e.g. in eCom, Discount, Convenience and in Customers Teams)
  • Coaching sales community for Customer Development and support in Negotiations
  • Engage and drive the Commercial IT agenda across Arla Sales
  • Collaborate and enable the sweet spot interface of Marketing and Sales
  • Engage ad-hoc in Sales related topics and sales challenges centrally or in the markets

Furthermore the function is in charge of the Arla Sales Academy supporting the Sales Competencies across Channels & Sales Functions, as well as various sales capability projects and respective interfaces across the organization together with the Commercial Excellence Team. 

The candidate

The right candidate for this challenging position demonstrates 10-15+ years of leadership experience from a global organisation. You have a well-rounded commercial profile from different jobs in Sales and Marketing, experience with customer accounts and negotiation and self-evidently profound knowledge of global FMCG. Ideally you have worked across a number of countries and have therefore developed a cultural sensitivity. Sales coaching and people development  has been instrumental in achieving your goals.

You are able to take ownership and have strong skills in managing across the organisation and navigating among different views and agendas – always with a clear aim to define and drive best-in-class performance. You build relationships across countries and functions thanks to the combination of  your skillset and experience together with your strong intellect and constant drive to add ambition – balancing patience and impatience.

What do we offer?

You will set your mark on Arla’s future Sales & Customer agenda together with the top management of Arla Foods.

Apply and Contact

We are conducting interviews for this position on an ongoing basis, so please apply via the link as soon as possible.

For additional information, please call Sr TA Consultant Hanne Fuglsang at +45 8938 1041.

COVID-19 Notice:

We are busy producing dairy products so we can continue #fillingtheshelves and #feedingthenation. Recruiting talent to Arla thus stays one of our top priorities also during these difficult times. Necessity is the mother of invention, so we have moved to virtual hiring and onboarding processes for most of our recruitments to enable candidates and our recruitment teams to get close while respecting social distancing. If at the final stages of a recruitment, a candidate would prefer to meet in person, we take all the necessary precautions to ensure everyone's safety.


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