About KEYES
At KEYES, we support organisations across Belgium and Europe in their digital transformation journeys. By combining our business expertise, technological excellence and long-term vision, we help them tackle their most strategic challenges and accelerate their growth.
Serving a diverse range of clients, from large enterprises and SMEs to healthcare providers and public institutions, we design and implement innovative, high-performing and sustainable solutions across the following areas: Infrastructure & Cloud Solutions, Cybersecurity Solutions, Business Software Solutions, Mainframe Solutions, Data & AI Solutions, Advisory Solutions, and Staffing Solutions.
More information: www.keyes.eu
Purpose
The Head of Sales Excellence owns the central commercial engine of KEYES: the shared, transversal backbone that turns fragmented, entity-based selling into one integrated way of selling. It carries: the bid and proposal discipline, the value proposition capability, the operational backbone of process, CRM, forecasting and reporting, the back office, commercial finance, the frame engine and the sales academy. The engine serves two deliberately different realities, Corporate and SMB, plus the cross-sell motion, and guards proposal quality on par for every customer while letting speed and cost differ by deal. The guiding principle: raise commercial maturity through cadence, accountability and better process.
Your Mission
You will be responsible for the commercial operating model and its governance: the bid discipline, the value proposition and proposal capability, the sales engine, sales support and commercial finance. You are accountable for a reliable, explainable forecast, for a pursuit model applied consistently across the motions, for sales reward aligned to the business objectives per role, and for the cadence that holds the commercial organization together. You build the sales model as a shared capability serving the heads of sales transversally across the organization.
Tasks and responsibilities
1) Bid management & value proposition
Lead the Value Proposition & Bid/Proposal Capabilities.
Develop our strategy, competitive positioning and solution library as one maintained repository.
2) Forecasting, budget & commercial finance
Own the monthly automated forecast as a single consolidation, challenge the figures and drive sign-off with the Heads of Sales and the CCO; lead the bottom-up budget handshake and accompany the annual build-up.
3) Governance
Run the commercial follow-up: weekly stand-up, monthly business reviews per BU, monthly Coverage Review, War Room when figures run behind, and the deal-level Management Panel at the gates.
Enforce commercial discipline: CRM as the single source of truth, mandatory data quality, account-authority gating by tier.
4) Sales reward & incentive alignment
Own the sales reward and variable compensation aligned to the business objectives and differentiated by role.
Harmonize the variable schemes across the former, designed and governed with HR, Compensation & Benefits and Finance, and tied to KPI scorecards.
5) Process excellence, sales technology & continuous improvement
Continuously improving how the sales, the sales manager and the account teams work.
Own the sales technology stack, CRM (Salesforce), forecast automation on contract data and the BI suite. Keep the process flows fluid end to end with clean handovers, so no step stalls between owners.
Support campaign execution in the integrated Sales and Marketing flow, and embed continuous improvement: win/loss lessons feed the qualification scoring in line with the group's yearly output-optimization principle.
6) Backbone: Sales Engine, Sales Support & frame strategy
Evolve the Sales Engine into the operational backbone (process, CRM, reporting, forecasting, BI, KPI scorecards, data quality) and Sales Support.
7) Delivery & Follow-up
Give Delivery a structured voice in pursuit and ensure margin deviations are tracked to closure and routed to Commercial Finance and the Product Owner.
YOUR TEAM
You will be joining the Sales Excellence Team.
The team comprises 8 people and is part of the Sales department.
You will be coached and mentored our Chief Commercial Officer, your direct manager.
OUR OFFER
A position that is rich in responsibilities and challenges.
A team of enthusiastic, professional colleagues in which there is an excellent atmosphere and where expertise is shared.
Tools and infrastructure that are consistently at the forefront of innovation.
Personalized career support to help you with your development.
Many training opportunities and certifications.
A company with a friendly working atmosphere which is dynamic and oriented towards innovation.
Fun times – a food truck, barbecue, after-work events, family day!
Complete salary package.
Teleworking opportunities.
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