Head of BA Commercial Excellence at Epiroc

About the role

• As Head of BA Commercial Excellence, you will hold an important mandate to build and run a disciplined, high performance commercial engine across equipment, aftermarket, and technology offerings.
• The focus for the position is to materially increase win rates, margins, and lifetime customer value by breaking silos, enforcing commercial discipline, and driving speed, accountability, and execution excellence across the organization. 
• This is a hands-on, outcome driven leadership role with responsibility to redesign processes, reallocate resources, stop low value activities, and introduce new ways of working. You will work across global, regional, and local organizations, collaborating closely with the largest Customer Centers and senior leaders across E&S. 
• The position is hosted by the seven largest Customer Centers, with a flexible location. You will report to Business Area President Jess Kindler and operate with strong sponsorship and visibility at senior leadership level. 
• While deep commercial expertise is highly meriting, the key criteria are strong leadership, change capability, and the ability to deliver measurable business impact in complex, global environments.

Key Responsibilities

• Lead and scale a global, disciplined commercial organization for major tenders, replacements, and greenfield projects across equipment, aftermarket, and technology offerings. 
• Establish early, structured deal engagement with clear governance, application led solutions, and robust decision frameworks.
• Drive consistent pricing discipline, margin management, approval flows, and clear walkaway rules across regions and Customer Centers.
• Standardize contracts, terms & conditions, FX handling, and tariff management to reduce risk and value leakage.
• Deploy advanced sales capabilities, including simulation tools, total cost of ownership models, and AI assisted proposal development.
• Create a single source of truth for installed base, fleet intelligence, customer insights, and parts potential by leveraging CRM and data platforms.
• Strengthen global key account management with clear end-to-end ownership and single point global customer leadership.

Experience and requirements

• +10 years of experience in commercial leadership, business transformation, or senior P&L roles.
• Proven track record of winning large, complex deals in mining or related industries.
• Strong commercial acumen across pricing, contracts, risk, and margin management.
• Experience leading change management in global matrix organizations with regional and divisional complexity.
• Highly analytical and data driven, with a strong ability to leverage advanced sales and analytics tools.
• Fluency in English is required, both written and spoken. 

Closing Date: 08 April 2026