Commercial Excellence

Commercial Excellence is TDJ’s competence hub supporting portfolio companies in improving the effectiveness of their commercial activities across sales and pricing management.

We design and implement sales and pricing strategies that address evolving market challenges. We support sales teams in identifying and prioritizing key market segments, redesign organizational structures and commercial offerings to respond effectively to changing customer needs.

We identify the elements of a company’s offering that create the greatest value for customers and help ensure their effective monetization and commercialization.

Areas in which we support companies:

Business model and value proposition
Market segment identification
Assessment of segment potential and attractiveness
Strategic customer segmentation
Customer needs analysis
Competitive analysis
Analysis of competitive advantages
Definition of sales channels and their roles
Offer structure: bundling, service delivery standards, value-added services (VAS), etc.

Selection of the sales structure model
Sizing and building the sales organization
Optimization of resource allocation across market segments
Role mapping and job descriptions
Sales process design
Development of the offer and value proposition messaging

Sales KPI framework
Performance reporting
Incentive system design
Effective use of CRM systems
Key account management
Optimization of salesforce time allocation

Pricing strategy
Price positioning
Price list management
Pricing roles across categories and products
Customer price sensitivity segmentation / scoring
Customer pricing logic (net pricing or discount structures)
Bonus and rebate systems
Measurement and analysis of price elasticity
Market research on customers’ willingness to pay
Implementation of price increases
Price indexation