The Commercial Excellence lead is responsible for decision making at a Sub-ExCo level, and is accountable for defining and delivering the long-term commercial transformation agenda across the combined Tate & Lyle organization.
This role oversees the design, implementation, and global integration of advanced customer segmentation, and supports end-to-end commercial processes and enabling technology. This will play a key part in driving sustainable growth, our competitive positioning and continuous improvement in strategic decision-making.
This role will redefine how the organization engages customers, unlocks differential customer growth, strengthens commercial execution, and embeds world-class commercial practices and enabling systems. It will partner closely with Regional GMs and their leadership teams & the key account sales teams as well as IT, Supply Chain and the CCTO leadership team to drive sustainable, profitable, customer-centric growth, as well as being a principal contributor to the Commercial Capability build led by HR.
The leader will also serve as key partner and contributor for key global commercial process development as owned by Customer Transformation & Enablement including Salesforce.com (SFDC) supporting consistent adoption, value creation, and customer-centricity across the enterprise. The role will lead the COE team that operates through strong matrixed partnership to evolve the Commercial excellence programs in support of building a world class customer solutions business.
Accountabilities:
Enterprise Commercial Transformation Leadership
- Create and owns the roadmap for Commercial excellence inclusive of the design, implementation and continuous improvement of commercial processes, enabling CRM tools, and ways of working across the business. Will gather input from CCTO LT key stakeholders as part of roadmap creation and prioritization.
- Establish the future end-to-end commercial approach, including sales methodologies, account planning, segmentation, service models, and value-based selling.
- Provide leadership & governance for Partner and Enterprise accounts.
Customer Segmentation and Service Offerings
- Design, operationalize, and evolve an advanced global customer segmentation model inclusive of service offerings that will support differentiated customer growth.
- Collaborate with Regions, Supply Chain, Marketing, S/I and the CCTO leadership team to embed the segmentation approach into regional GTM execution. Internal Use Only
- Provide leadership and governance support for account planning with increased focus on Partner and Enterprise accounts.
Global Commercial Process & Technology Ownership
- Lead the global business process owner community for sales providing leadership & governance to global commercial processes, ensuring effectiveness, standardization, continuous improvement, and customer centricity.
- Partner collaboratively with the CoE and Regions to enable future CRM enhancements impacting increased customer engagement, pipeline opportunity conversion and simplification of end to end sales process.
- Owns the Customer Experience for the company. Providing a common and consistent methodology, processes and tools for understanding the customer experience and translating that to execution strategies to increase customer performance and company growth.
Performance, Analytics & Continuous Improvement
- Establish Company-wide standard global KPIs and performance dashboards to enable the ability of commercial teams to monitor growth, margin, customer satisfaction, commercial effectiveness, and adoption metrics with additional focus on Partner, Enterprise and Accelerator accounts.
- Share best practice on feedback loops and operating rhythms, identify improvement opportunities in global process and ways of working and create frameworks to be leveraged by the regions.
- Use data-driven insights to challenge assumptions, optimize commercial value delivery, and support strategic decision-making.
Matrix Leadership & Stakeholder Alignment
- Partner closely with Regional GMs to align on customer transformation priorities, commercial capability opportunities and feed this into HR Commercial Capability Lead
- Influence and partner with senior stakeholders across Marketing, Sales, Operations, ATS, S/I, HR, Finance, and IT to drive cross-functional integration.
- Lead through influence in a complex matrix, balancing directive leadership with collaborative problem solving to deliver measurable results.
Skills and Experience):
- 10+ years of senior commercial leadership (e.g., Sales, Commercial, Marketing, Strategy), ideally in B2B, food ingredients, or FMCG sectors that thrives in a high pace, matrixed environment.
- Proven success leading large-scale commercial transformation in high pace, complex, matrixed global environments that requires collaborative yet decisive leadership.
- Deep knowledge of customer segmentation, GTM strategy, sales excellence, value-based selling, and commercial capability building.
- Deep expertise in commercial processes and Salesforce CRM (design, integration, analytics, adoption).
- Strong strategic thinking and analytical capability; able to turn insight into actionable business decisions.
- Ownership of short-to-mid-term (3 years or less) execution of functional strategy and the operational direction for Commercial Excellence as part of CCTO.
- Highly advanced communication and stakeholder management skills for regular interactions and influencing with senior internal (incl ExCo) and external stakeholders. Able to influence managed areas and persuade peers and key decision makers.
- Demonstrated ability to lead through ambiguity and complexity, provide multi-dimensional solutions and thought leadership, drive organizational change, and inspire cross-functional alignment.
- High emotional intelligence and resilience; able to guide teams through transformation with clarity and confidence.
Core Competencies:
Strategic Commercial & Financial Acumen • Transformation & Change Leadership • Matrixed Influence & Stakeholder Management • People Leadership & Capability Development • Governance Expertise • Strong Customer Centricity • Data & Analytics • Global Process Ownership • Program Management • Problem Solving & Systems Thinking • Emotional Intelligence & Resilience
Tate & Lyle complies with all local/state regulations requiring salary range transparency.
When determining final compensation, we take into consideration: skillset, job scope, knowledge, prior experience, cost of living, market data, budget availability, and other factors as permitted by law.
The salary range for this position is: $214,000 - $313,500.
In addition to competitive pay, we offer a comprehensive Total Rewards package that includes but is not limited to:
Medical, Dental, Vision coverages
Paid time off package, including vacation, sick time, and 16 weeks of paid parental leave
401K with company match
Company paid life insurance
Additional benefits at not cost to employee such as: Lifestyle Spending Account, Identity Theft protection, Employee Assistance Program, telemedicine and more!
In addition to your Total Rewards, culture and ED&I are very important to Tate & Lyle. We offer multiple Employee Resource Groups (ERGs) that support various communities.
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California Consumer Privacy Act ("CCPA")
The Company is committed to complying with the California Consumer Privacy Act (“CCPA”) and all data privacy and laws in the jurisdictions in which it recruits and hires employees. We collect the following categories of personal information for the purpose of hiring the best qualified applicants and to comply with applicable employment laws: Name and contact information; Job preference and work availability; Social Security Number and/or other identification information; Education and qualifications; Employment history and experience; Military service; Reference and background check information, including relevant criminal history and credit history; Social media information; Pre-employment test results; Post-offer medical examination information and results, including drug test results; Voluntary self-disclosure information regarding minority, veteran, and disability status; and Information provided by you during the hiring process.
Tate & Lyle is an equal opportunity employer, committed to the strength of an inclusive workforce.