Senior Director – Commercial Excellence Change Management Lead (m/f/d)

Your Role
As the Senior Director – Commercial Excellence Change Management Lead – you will lead the design and execution of a global CommEx Change Management framework, grounded in Prosci ADKAR, to build a high‑trust, high‑visibility CommEx community of ~70 regional, country, and BU stakeholders. Drive adoption and reinforcement of CommEx operating standards and capability playbooks (Salesforce Effectiveness, Commercial Skills & Training, Pricing/Contracts/Tenders, Commercial Insights & Analytics; Marketing Excellence to come). Ensure tight, ongoing ELT engagement and stakeholder‑centric communication to avoid “ivory tower” behavior and to accelerate measurable impact from CommEx initiatives.

Responsibilities:

A. Strategy & Framework

• Architect the CommEx Operating Model (roles, RACI, governance, cadence, decision rights, KPIs) and the Prosci ADKAR‑aligned Change Management framework spanning Awareness, Desire, Knowledge, Ability, and Reinforcement for all CommEx capabilities.

• Translate strategy into playbooks and templates (stakeholder maps, engagement plans, comms calendar, benefit case narratives, adoption dashboards, reinforcement rituals, recognition mechanisms).

• Define initiative lifecycle with “change by design” checkpoints—from problem framing and stakeholder WIIFM (“What Is In For Me”) to sustainment.

B. Stakeholder & ELT Engagement

• Together with Global Head of CommEx, lead structured ELT communication (quarterly readouts, roadmaps, outcomes, risk/mitigation); cocreate sponsorship actions per ADKAR (visible support, messaging, barriers removal).

• Build and animate the global CommEx community (regional/country/BU), facilitating alignment, feedback loops, and peer learning to reduce fragmentation and speed deployments. In addition, design and deliver engaging change management content and communication assets—such as an Insights Hub, newsletters, townhalls, and stakeholder surveys—to foster transparency, share success stories, and maintain momentum across all CommEx initiatives.

C. Capability Adoption & Impact

• Partner with CommEx capability leads to embed change plans in every initiative (e.g., Salesforce Effectiveness playbook adoption plan and reinforcement), ensuring outcomes materialize (coverage, quality of execution, sales behavior change).

• Establish benefits tracking (baseline, target, leading indicators, adoption KPIs, business impact) and publish dashboards to stakeholders.

D. Ways of Working & Collaboration

• Formalize collaboration principles with Commercial Ecosystem & Enablement (CRM program) to avoid overlap: they own technology rollout/training; we own business operating model & behavioral adoption of CommEx standards—maintaining joint comms planning but distinct content and audiences.

• Coordinate with enabling functions (HR, IT, Legal, Controlling, Marketing) for aligned messages, governance, and recognition programs.

E. PMO & Governance Support

• Leverage the PMO headcount to run cadence, track adoption KPIs, risks, and actions; ensure transparent reporting across ELT, regions, and BUs.

Requisite Qualification & Experience: ​

• At least 12 years leading enterprise change management and/or cross‑border transformation in Commercial/Go‑to‑Market environments; proven executive leadership stakeholder management.

• Prosci/ADKAR certification (required or strongly preferred).

• Experience building change management operating models incl. playbooks across multinational organizations.

• Exceptional soft skills & executive communication, facilitation, and influence skills; ability to craft WIIFM narratives for diverse groups.

• Solid grasp of CommEx domains: Salesforce Effectiveness, Commercial Skills & Training, Pricing/Contracts/Tenders, Commercial Insights & Analytics; familiarity with Marketing Excellence.

• Comfortable collaborating with technology programs (e.g., Salesforce) while owning business framework adoption (no primary responsibility for system training).

• Fluent English; other languages are a plus.

• Willingness to travel moderately.