Commercial Excellence Manager

Position Summary:

The Sales Commercial Excellence Manager is responsible for driving commercial performance and operational efficiency across the global sales organization. This role ensures alignment of pricing strategies, customer engagement processes, and sales enablement tools to maximize profitability and market share within the automotive sector. The position acts as a strategic partner to Sales Leadership, providing insights, frameworks, and governance to achieve sustainable growth.

YOUR ROLE

Key Responsibilities:

Commercial Strategy & Governance

• Develop and implement global commercial excellence frameworks to standardize pricing, quoting, and negotiation processes.
• Define and monitor KPIs for sales effectiveness, margin improvement, and customer profitability.
• Ensure compliance with corporate policies and customer contractual obligations.

• Design and deploy best-in-class sales processes, including opportunity management, forecasting, and CRM utilization.
• Drive adoption of digital tools for quoting, pipeline management, and customer analytics.
• Implement continuous improvement initiatives to reduce cycle times and improve quote accuracy.

• Lead pricing strategy development, considering market trends, cost structures, and competitive benchmarks.
• Support annual price reviews and negotiations with OEM customers.
• Analyze profitability by product line, region, and customer segment; recommend corrective actions.

• Conduct market intelligence and competitive analysis to inform commercial decisions.
• Partner with Sales and Marketing teams to identify growth opportunities and develop account strategies.
• Support strategic bids and RFQs with data-driven insights.

• Work closely with Finance, Program Management, and Operations to align commercial decisions with business objectives.
• Facilitate training programs for sales teams on pricing, negotiation, and value selling.
• Act as a liaison between regional sales teams and corporate leadership to ensure consistent execution.

• Bachelor's degree in Business, Finance, Engineering, or related field (MBA preferred).
• 7+ years of experience in Sales Operations, Pricing, or Commercial Excellence, with Tier 1 or OEM automotive experience preferred
• Strong understanding of automotive industry dynamics, cost breakdowns, and RFQ processes.
• Proficiency in CRM systems (Salesforce, SAP), pricing tools, and advanced Excel/analytics.
• Excellent communication, negotiation, and stakeholder management skills.

• Strategic thinking with strong analytical and problem-solving skills.
• Ability to influence without authority and drive change across global teams.
• High attention to detail and process discipline.
• Comfortable working in a fast-paced, matrixed organization.

• You can grow at Aptiv. Aptiv provides an inclusive work environment where all individuals can grow and develop, regardless of gender, ethnicity or beliefs.
• You can have an impact. Safety is a core Aptiv value; we want a safer world for us and our children, one with: Zero fatalities, Zero injuries, Zero accidents.
• You have support. We ensure you have the resources and support you need to take care of your family and your physical and mental health with a competitive health insurance package.

• Competitive compensation package
• Learning, professional growth and development in a world recognized international environment
• Access to internal & external training
• Recognition for innovation and excellence.
• Opportunities to give back to the community
• Meaningful work that makes a difference in the world