Job Description

Every day, we get opportunities to make a positive impact – on our colleagues, partners, customers and society. Together, we’re pioneering the solutions of the future and unlocking the full potential of precious resources. Trusted to act on initiative, we challenge conventional thinking to develop world-leading technologies that inspire progress in vital areas, including energy, food, water and shipping.

As we push forward, the innovative, open spirit that fuels our 140-year-old start-up culture and rapid growth also drives our personal growth. So, as we shape a more resourceful, less wasteful world, we build our careers too.

We are looking for a Head of Commercial Excellence for the Food & Pharma Division at Alfa Laval We are dedicated to helping billions of people access nutritious food, clean water, and safe medicine. We pioneer technologies and solutions for life-critical industries, including food, pharmaceutical, and water sectors, enabling our customers to produce more while using less water, energy, and valuable raw materials.

About the job

The Head of Commercial Excellence is a key leadership role within Division Marketing, reporting to the VP Marketing. The role works closely with divisional leadership, Business Units (BU), and stakeholders across the organization, and is responsible for driving divisional transparency, consistency, and performance across the entire commercial funnel and pipeline of the Division.

The Head of Commercial Excellence ensures robust commercial governance, actionable performance dialogue, and continuous improvement, in alignment with group frameworks. The role translates pipeline, sales, and commercial performance data into actionable recommendations, supporting fact-based decision-making and business growth.

Key Responsibilities

1. Funnel and Pipeline performance

• Lead divisional oversight of the commercial funnel, from demand creation through pipeline progression to conversion.

• Monitor pipeline health and commercial performance across the Division, including conversion, aging, quality, coverage, business risk, and forecast reliability.

• Identify bottlenecks, gaps, and improvement opportunities, and translate pipeline, sales, and commercial performance data into actionable recommendations for divisional and BU leadership.

• Drive a divisional performance rhythm for funnel and pipeline reviews, ensuring consistent reporting, follow-up, and performance dialogue.

• Work closely with BUs to link the actual pipeline to the sales forecast, supporting forecast validation, risk assessment, and remedial actions.

2. CRM & Installed Base Visibility

• Drive adoption and effective use of CRM systems and tools by defining and enforcing divisional standards for CRM discipline, funnel hygiene and commercial data quality, and monitoring adoption and improvement across regions to enable reliable performance management and decision-making.

• Ensure visibility and effective use of installed base and customer prioritization data to support targeted commercial actions.

3. Service and Lifecycle Opportunity Analysis

• Analyze service upselling opportunities within the installed base, track their development across segments and accounts, and provide insights to BUs sales and service functions to unlock further service sales potential. Monitor the speed and quality of opportunity progression through stage gates

4. Cross-functional alignment

• Work cross-functionally with Sales, Service, Marketing, BUs, Digital Marketing, and Group Sales Commercial Excellence to improve pipeline conversion, planning quality, and commercial execution.

• Establish structured dialogue with BU and regional commercial excellence and sales leaders to capture and integrate market needs, feedback, and execution barriers into divisional priorities, processes, and tools.

5. Data & Analytics

• Use dashboards, analytics, and commercial data hands-on to support fact-based decision-making, pipeline transparency, and performance improvement across the division.

• Monitor and report on key commercial metrics, including revenue growth in prioritized accounts, customer retention, and customer experience, while supporting broader adoption of relevant tools across divisional and BU teams.

• Contribute to divisional efforts to monitor and improve customer experience and satisfaction in collaboration with relevant stakeholders.

Who you are

• Proven track record of driving commercial performance, pipeline management, and cross-functional improvement in complex, matrixed organizations.

• Strong analytical skills and proficiency in commercial data analysis, pipeline reporting, and performance management tools.

• Experience influencing senior stakeholders and leading performance dialogue at executive level.

• Proficiency in CRM, BI tools, and Excel

• Experience in complex international B2B environments, preferably in industrial, process technology, or related industries.

• Experience leading teams and working across diverse marketing and business functions.

• Excellent communication and stakeholder management skills.

What you know

• Bachelor’s or master’s degree in marketing, Business, Engineering Economics, or related field.

• Significant experience (8+ years) in commercial excellence, business performance management, or related roles in an international B2B environment.

• Experience from management consulting is a strong advantage.

This position is based at our Stockholm, Lund, Søborg, Kolding, Pune or Shanghai office. The role requires regular international travel.

For more information, please contact

Regina García Moguel, Talent Acquisition Partner, regina.garciamoguel@alfalaval.com

Union information

Axel Scharing, Akademikerna, axel.scharing@alfalaval.com

Anders Jansson, Unionen, anders.jansson@alfalaval.com

Kenneth Wideström, Ledarna, kenneth.widestrom@alfalaval.com

We review applications continually so please send in yours not later than July 31st, 2026.

Please note that, in compliance with GDPR, we cannot accept applications submitted via email.

We care about diversity, inclusion, and equity in our recruitment processes. We also believe behavioral traits can provide important insights into a candidate's fit to a role. To help us achieve this we apply Pymetrics assessments, and upon application you will be invited to play the assessment games.   

As part of Alfa Laval’s commitment to a safe and healthy workplace, alcohol and drug testing is applied during the preemployment process. As part of our commitment to maintaining a safe and secure workplace, we conduct background checks on final candidates for this role. 

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