Commercial Excellence program to increase sustainable growth, collaboration and value-creation

Wallenius Wilhelmsen is the global leader in integrated vehicle transportation and logistics, supporting their customers across their supply chain – from the factory to the end-consumer. The company operates around 125 vessels servicing 15 trade routes to six continents, a global inland distribution network, 66 processing centers, and eight marine terminals.

With a strong ambition to lead the way in transforming shipping and logistics, the company aims to be their customers’ preferred integrated logistics partner, building resilient, connected, data-driven, and decarbonized solutions fit for the future.

As part of this journey, the company identified a need to strengthen its commercial capabilities, improve customer experience, and foster innovation and co-creation with customers. They aim to work efficiently as one commercial organization with a common language, processes, tools and best practice ways of working.

Knowit was asked by EVP Chief Commercial Officer to support this journey by establishing a Commercial Excellence program to identify and capture growth opportunities, as well as establish the capabilities needed to support the overall group strategy. Working closely with the Global Sales Executive Team, Knowit conducted a maturity assessment to identify the current commercial maturity level. Based on the assessment, a target position for 2027 was defined and aligned with the Group Executive Management team, and subsequently broken down into several improvement initiatives needed to reach the target. A transformation program was established where consultants from Knowit, together with senior leaders from Wallenius Wilhemsen, mobilized, planned, and executed prioritized initiatives, such as clarifying the commercial strategy, establishing common ways of working and a new  tool for global sales pipeline, as well as new and improved tools for the sales organization.

After the first year, the program has resulted in a more unified commercial organization with a common language, one way of working, and clarified interfaces to other parts of the company. A common global sales process has been developed and launched after thorough training of the sales organization, and an updated approach for account management including new fit for purpose customer account plans has been implemented. A global sales pipeline was established, with improved governance, enhancing proactivity and enabling the sales organization to provide even more value to their customers while preparing for further digitalization.

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