Commercial Excellence as Executive Strategy: Pricing Governance, Tender Leadership, and International Key Account Management

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@article{1715583,
      author = {Aydin Ture},
      title = {Commercial Excellence as Executive Strategy: Pricing Governance, Tender Leadership, and International Key Account Management},
      journal = {Iconic Research And Engineering Journals},
      year = {2024},
      volume = {8},
      number = {2},
      pages = {1349-1359},
      issn = {2456-8880},
      url = {https://www.irejournals.com/formatedpaper/1715583.pdf},
      abstract = {Commercial excellence has traditionally been interpreted as a function of sales performance optimization, market penetration tactics, and customer relationship management. However, in capital-intensive and globally integrated industrial enterprises, commercial activity transcends transactional sales and evolves into a strategic governance function embedded at the executive level. Pricing discipline influences margin architecture; tender decisions resemble capital allocation commitments; and international key account management determines risk concentration and liquidity exposure. This paper reconceptualizes commercial excellence as executive strategy, positioning it as an integrated governance system linking pricing authority, tender leadership, and global account control to enterprise-level profitability and growth execution. By developing a structured commercial governance framework, the study demonstrates how disciplined executive oversight transforms commercial operations into a core driver of sustainable EBITDA performance, working capital stability, and long-term value creation. The contribution extends business management theory by embedding commercial decision-making within strategic architecture rather than operational sales mechanics.},
      keywords = {Commercial Excellence; Pricing Governance; Tender Strategy; International Key Account Management; Executive Strategy; Margin Architecture; Business Management; Enterprise Growth Governance.},
      month = {August},
      doi = {https://doi.org/10.64388/IREV8I2-1715583}
  }