Commercial Excellence Specialist

As pioneers and global leader, Hiab is ambitious to write forward our success story, inspiring and shaping our industry. The world in which we operate with our class-leading products, intelligent services and innovative digital solutions is constantly changing.

Together, we keep everyday life moving to build a better tomorrow

Are you passionate about driving commercial success through impactful strategy and collaboration? Hiab is looking for a Commercial Excellence Specialist to play a key role in supporting our value selling activities. In this position, you’ll work closely with the Channel Management team and cross-functional stakeholders to help implement and execute value selling strategies and tools across the organization. This is a great opportunity to contribute to high-impact initiatives that shape the way we deliver value to our customers.

This position will be based in Helsinki, Finland. This position is a parental leave replacement, fixed-term for 12 months.

Main tasks and responsibilities

Assist the Division Value Selling leads and Customer Support Centers (CSCs) in the development and implementation of value selling materials, tools, and training programs. This can include:

Training & sales material quality reviews and collecting feedback from CSCs on how well the materials support value selling in the sales process

Support divisions to develop new sales materials to support value selling

Work with sales tools teams to further improve sales tools to support value selling:

CPQ - creating quotes with clear value propositions

CRM - document value proposition of opportunities in CRM & set up guiding instructions in CRM to support sales reps to perform value selling. Part of sales funnel management process & training

Hiab SalesHub - share materials that promote the value of Hiab offering with customers, develop value selling guide in Hiab SalesHub to help sales reps to execute value selling

Provide support and guidance to sales teams, product management teams, marketing teams, and other relevant functions on value selling methodologies and best practices

Track and analyze the effectiveness of value selling initiatives, and report on key performance indicators.

Assist Sales Training Coordinator:

Coordinate and support the delivery of sales training programs across Hiab, including product value training, sales management training, and sales tools training.

Track training participation and completion, and maintain training records.

Provide support to ongoing commercial excellence projects, such as the implementation of a new sales enablement platform, and development of sales funnel management & sales handbook

Assist in the development of presentations and reports for internal and external stakeholders.

Conduct research and analysis to support project objectives.

What you’ll need to succeed

Bachelor's degree in Industrial Engineering, Business Administration, Marketing, or a related field

Experience in sales, marketing, or commercial operations, with a focus on the value delivered to the customer

Ability to combine different disciplines and work cross functionally, a consulting background is a good base for this role

Customer Focus: Dedicated to meeting the expectations and requirements of internal and external customers

Identifies and resolves problems in a timely manner; gathers and analyzes information

Experience with Salesforce, sales enablement platforms, Google Suite & Google Cloud Platform is a plus

Proficiency in English is required

You will be part of

We offer you a position in a global organisation where you are challenged with interesting and diverse tasks. These tasks will provide a great opportunity for you to grow professionally.

Interested to join?

If you are excited about this opportunity, please submit your application/CV in English. We look forward to hearing from you!

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Hiab (Nasdaq Helsinki: HIAB) is a leading provider of smart and sustainable on road load-handling solutions, committed to delivering the best customer experience every day with the most engaged people and partners. Hiab's premium equipment includes HIAB, EFFER and ARGOS loader cranes, MOFFETT and PRINCETON truck mounted forklifts, LOGLIFT forestry cranes, JONSERED recycling cranes, MULTILIFT skiploaders and hooklifts, GALFAB roll-off cable hoists, ZEPRO, DEL and WALTCO tail lifts, and the service brand HIPERFORM, a comprehensive suite of smart solutions that help maximise the life-cycle value of Hiab’s equipment.

As the industry pioneer, Hiab continues to make on road load-handling smarter, safer and more sustainable to build a better tomorrow. Globally, Hiab is represented on every continent through its extensive network of 3,000 own and partner sales and service locations, enabling delivery to over 100 countries. The company's continuing operations sales in 2024 totalled approximately EUR 1.6 billion and it employs over 4,000 people.