ASSA ABLOY Entrance Systems offers a comprehensive range of industrial doors and dock equipment designed to enhance efficiency, security, and aesthetics for various industrial applications.
The Business Segment Industrial (BSI) focuses on providing high-performance entrance solutions tailored for industrial environments. This includes automated doors, loading dock equipment, and perimeter fencing designed to enhance efficiency, safety, and sustainability in industrial facilities. Their products are built to handle extreme conditions, heavy machinery, and high traffic, ensuring smooth operations and minimizing risks.
Role Overview
The Head of Commercial / CCO leads the commercial agenda for Business Segment Industrial Europe, with full accountability for profitable growth, market expansion, and customer value creation. The role requires a proven leader of high-performing sales organisations across both new business development and account management, with the ability to strengthen market share, win strategic opportunities, and expand key customer relationships.
Combining strategic leadership with disciplined execution, the CCO shapes go-to-market strategy, drives sales excellence, and leads product management to ensure the customer value proposition is clear, competitive, and aligned with market needs across a complex industrial B2B environment.
The role is also central to building commercial capability, raising performance standards, and ensuring the organisation is equipped to win new business while growing major accounts and long-term customer value.
Core Responsibilities
Commercial Strategy, Sales Leadership & Growth
1. Define and deliver the commercial strategy to achieve sustainable growth, margin improvement, and stronger market position across Industrial Europe
2. Lead a high-performing sales organisation spanning new business acquisition and account management, ensuring strong pipeline discipline, conversion, retention, and profitable growth
3. Drive key account growth by strengthening strategic customer relationships, increasing share of wallet, and expanding long-term commercial partnerships
4. Translate market, customer, and competitive insight into clear value propositions, segmentation, and go-to-market priorities
Performance, Pricing & Customer Value
5. Own commercial performance across revenue, margin, pricing, profitability, and forecasting, with clear KPI discipline and accountability
6. Drive customer acquisition, retention, and account development strategies that increase lifetime value and improve customer experience
7. Use customer insight, win/loss analysis, VOC, NPS, and commercial analytics to improve decision-making and performance
Marketing, Product & Innovation Leadership
8. Lead product management, marketing, pricing, and commercial excellence to strengthen competitive position and ensure the customer value proposition is aligned with market needs and industrial B2B growth priorities
9. Oversee product lifecycle management and successful launches, translating innovation into measurable commercial impact
10. Shape an innovation agenda aligned with strategic priorities, customer needs, and scalable business value
Transformation & Execution Excellence
11. Accelerate digital transformation through data, automation, and commercial tools that improve execution and decision-making
12. Ensure efficient, scalable processes across the commercial value chain and lead continuous improvement initiatives
13. Drive disciplined follow-through to convert strategy into operational and financial results
Leadership & Organisational Alignment
14. Lead and develop a multi-functional organisation across sales, marketing, product management, and R&D
15. Align regional, functional, and P&L stakeholders behind shared commercial priorities and execution plans
16. Build a high-performance culture defined by accountability, collaboration, innovation, and continuous improvement
Profile & Experience
17. Proven success leading high-performing sales organisations across both new sales and account management within complex, multinational industrial or B2B environments
18. Strong commercial leadership across strategy, pricing, product management, business transformation, customer growth, and key account development, with the ability to align the customer value proposition to market needs
19. Track record of combining strategic thinking with disciplined execution to deliver measurable commercial results
20. Experienced in leading large, cross-functional teams and influencing senior stakeholders in matrix organisations
This is a pivotal leadership role for a commercially driven executive who can build winning teams, secure new business, grow key accounts, and translate strategy into sustained industrial B2B market success.
Required Skills and Experience
21. Degree level education; MBA or equivalent post-graduate qualification desirable
22. Senior commercial leadership experience in industrial or comparable B2B environments
23. Demonstrated success leading teams across new business development and account management
24. Strong analytical, financial, and change leadership capabilities in matrix organisations
25. Prepared to travel extensively within Europe
We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 63,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access.
As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.
As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.