Overview
The Director, Commercial Excellence - Engineered Materials - is responsible for developing and executing sales excellence and global account strategies for the most strategic customers. This role drives sales excellence programs to Improve execution behavior, account discipline, forecast quality and decision velocity as well as elevate commercial teams’ capability. This position will be located out of Irving, Texas.
Responsibilities
- Develop and implement the global Sales Excellence strategy aligned with business growth objectives.
- Create Pipeline and forecast discipline through stage-gated opportunity management; pipeline probability logic; stronger IBP input and forecast accountability.
- Lead Strategic enterprise/global accounts through top-account plans; roadmap engagement; executive sponsorship and share-of-wallet growth.
- Lead for Application Lead growth through segment playbooks, detecting customer pain points, the technology roadmap pull and value proposition. Optimize Application selling and customer technology roadmap engagement/pipeline. Identifying and solve real pain-points.
- Lead Channel and Pricing excellence through distribution governance, CUPs/Pricing guardrails and value-based negotiation discipline.
- Lead Chemille Upgrade by partnering with IT and Chemille team to develop Phase 2.0 to accelerate segment and regional growth and drive customer stickiness.
- Lead sales capability development, including training, coaching, and competency-building programs.
- Leverage AI to improve productivity
- Develop and implement enterprise/global account strategy aligned with EM growth objectives.
Qualifications
- Bachelor's degree required; MBA strongly preferred.
- 20+ years of progressive experience across sales, product management, marketing, strategic planning, and commercial leadership roles.
- Strong change leadership capabilities with a track record of leading commercial transformation initiatives and driving adoption across diverse stakeholder groups.
- Strong analytical and business acumen with the ability to leverage data, KPIs, and performance management processes to drive accountability and results
- Proven track record of developing and executing commercial strategies that deliver sustainable revenue growth, margin expansion, and market share gains.
- Demonstrated success translating business strategy into clear operating plans, performance metrics, governance processes, and measurable business outcomes.
- Experience balancing long-term growth initiatives with short-term commercial priorities while maintaining execution excellence.
- Exceptional communication, influencing, and stakeholder management skills with the ability to align teams around common objectives and drive behavioral change.
