The Senior Manager - Commercial Excellence owns the IMM head-office backend engine and the new partnerships ecosystem – Mould-Maker, Auxiliary and Financier desks – that collectively enable the IMM sales organization.

The role institutionalizes program management, pricing discipline, partnership-led demand generation and CRM-led governance, converting central GTM strategy into standardized, measurable on-ground execution across regions.

Core Responsibilities
Commercial Excellence & Program Management

Own the IMM commercial excellence agenda – sales-process standardization, CRM / Salesforce adoption and governance cadence
Run program management for cross-functional growth initiatives; maintain milestone trackers and review documentation across central and regional teams
Drive CRM-led KAM data analytics and coverage discipline
Convert central GTM strategy into regional execution playbooks and standard operating procedures

Partnerships Ecosystem Ownership

Own the partnerships engine – Mould-Maker, Auxiliary and Financier desks – as a coordinated demand-generation system
Set partner empanelment standards, tiering frameworks, commercial guardrails and joint go-to-market models across desks
Drive partner-led lead generation, referral conversion and co-pitch win rates into the regional sales funnel
Run quarterly partnership reviews; govern scheme ROI and resolve cross-desk escalations

Pricing & Commercial Governance

Own IMM pricing governance – list / series pricing, discount-approval matrix and margin protection
Oversee accounts-receivable discipline, DSO control and credit-policy adherence
Provide commercial structuring support for complex and escalated deals

Application Engineering Enablement

Build segment-specific application capability (automotive, packaging, construction, consumer)



through the Mould-Maker Application Specialist pool
Ensure technical solutioning support to regional sales for series selection, configuration and customer trials

Team Leadership & Capability Building

Lead, structure and develop the HO backend team; define roles, span of control and performance metrics
Build commercial literacy and process discipline across regional sales teams
Own MIS infrastructure and master-data hygiene for the IMM commercial organization

Skills & Competencies
Technical & Commercial Expertise

IMM / capital-goods commercial domain expertise
Partnership & channel program design
Pricing strategy and deal structuring

Sales-process and CRM design

Analytics & Planning

CRM-led sales analytics, coverage and pipeline modelling
Program management and governance planning
Pricing and accounts-receivable analytics

Salesforce / Power BI proficiency

Leadership
Cross-functional leadership across Sales, Marketing, Partnerships and Finance

Senior stakeholder and partner management
Team leadership across central desks

Experience

12+ years of total experience, with 4–6 years in commercial excellence, sales operations, partnership or category leadership
Demonstrated ownership of CRM-led sales governance, pricing discipline or partnership programs in capital goods / industrial equipment
Experience building backend / shared-service teams supporting geographically distributed field sales




Exposure to mould-makers, auxiliary OEM or equipment-financing ecosystems is a robust plus.

Education
BE / BTech (Preferably Mechanical / Production / Plastics) & MBA from Tier 2 Business School.
Deliverables & KPIs
Commercial Excellence & Governance

CRM / Salesforce adoption (%)
KAM governance adherence
Initiative milestone closure (%)
Sales-process compliance

Partnership & Demand

Partner-led leads generated
Referral leads converted
Co-pitch win rate (%)
Active partners by desk

Pricing & Receivables

Realized margin vs guardrail
Discount leakage (%)
DSO / overdue (%)

Pricing-deal TAT

Physical Demands
To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk, and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 10 lbs. Specific vision abilities may include the employee’s ability to see near and far distances.
DISCLAIMER: The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts management’s right to assign duties and responsibilities to this job at any time.
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📌 Senior Manager - Commercial Excellence (Ahmedabad)
🏢 Milacron
📍 Ahmedabad