Summary
As the Commercial Director (CD), you will be at the forefront of our company’s commercial strategy, responsible for driving revenue growth, expanding market presence, and fostering strategic partnerships. You will lead a talented team of professionals to unlock new opportunities, deepen commercial relationships, and drive sustainable growth strategies.
Responsibilities:
- Develop and implement commercial strategies based on a deep understanding of customer insights.
- Harness the technological and industry expertise of the organization, provide strategic and commercial leadership, and act as a thought partner to the President.
- Hire, train, and lead commercial and technical talent with a focus on unifying and building the sales, engineering, and commercial operations organizations.Â
- Leverage existing Sales Representative network.
- Oversee the objective setting and implementation of all commercial strategies:
- Develop go-to-market strategy – conduct market analysis, assess competitive activity, and identify customer requirements.
- Create value proposition and develop collateral to impactfully tell the company story during presentations and customer meetings.
- Define the current and potential target markets, including but not limited to commercial and captive heat treat, steel producers, and tier 1/2 automotive producers.
- Manage sales/business development pipeline for new revenue opportunities and develop and evolve new business sales plans accordingly.
- Set realistic and meaningful KPIs and performance standards for the commercial organization.
- Provide leadership during the due diligence process as company executes acquisitions.
- Lead design, application engineering, and technical sales teams to determine the features of the service and/or product to use as key selling points.
- Leverage leadership and technical teams to participate in presentations and close deals.
- Lead commercial operations organization from onboarding new business to quotation, design, contract review, order acknowledgment, and sale order entry.
- Elevate the services team (engineers, estimators, and CSRs) to create presentations and ensure that proposals/quotations are completed to differentiate the company.
- Maintain regular contact with potential customers to help find new markets based on gaps left by the competition.
- Monitor, analyze, evaluate, and report at regular intervals to President about business activities, external opportunities, and risks to the industry and related business segments to ensure better positioning and increasing brand equity.
- Meet and exceed both short-term revenue goals as well as long-term revenue potential.
- Inspire confidence and generate excitement, enthusiasm, and commitment from the team and externally as the company executes its business plans.
- Remove barriers so that the commercial team feels empowered.
- Attend regional and national industry forums, tradeshows, and events as required.
Qualifications:
- 10+ years of experience in leading the sales & marketing function in a B2B organization.
- BS degree in Business, Engineering, or related field required; MBA or post-graduate degree preferred.
- Business acumen to drive sales and business strategy.
- Excellent client engagement skills
- Effective knowledge and use of CRM systems
- Strong communication skills – verbal and written required.
- Highly organized and detail-oriented
- Proficient computer skills (MS Office –Excel, Outlook, Word), ability to learn new software quickly.
Alcon Industries, Inc., provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type as to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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