Commercial Director

If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.

With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you.

Toptech Systems is a global industry leader in automation and data management services. All hardware and software products are designed in-house, allowing us to provide excellent customer service to our clients at all levels of the supply chain.

Position Summary

The Commercial Director is a key member of the Toptech Systems’ Leadership Team and will be based in Longwood, FL. The Commercial Director is responsible for developing and executing commercial strategy for all products and services across direct and indirect sales channels. This role leads sales growth initiatives, develops strategic customer and partner relationships, and drives market expansion while ensuring alignment with organizational objectives. The position provides leadership to a geographically dispersed sales and marketing team across the United States and Europe (Antwerp, Belgium).

Primary Responsibilities include the following (in no specific order) 

• Provides leadership to the organization and support to the senior staff on strategic, cross-functional, and change initiatives.
• Participates in long term business plan development (STRAT), AOP (Annual Operating Planning), forecasting, Goal Deployment, MBR (Monthly Business Review), talent development (OTC), and strategic planning as requested.
• Collaborates with the VP / General Manager to foster a culture built on Transformational Leadership with focused attention on Change Management best practices.
• Responsible for developing sales plans and growth strategies, including channel and territory, to achieve revenue plan for the business.
• Sets long and short-range goals, quotas and budgets for all Account Sales Managers, Business Development Manager and Marketing Manager.
• Guides Sales team to develop customer playbooks and communication strategy.
• Works closely with Account Sales Managers to ensure effective allocation of commercial resources and travel expenditures in support of customer engagement and revenue growth.
• Facilitates training for Account Sales Managers as needed to increase sales and service levels.
• Works with Business Unit leadership and marketing to develop policies regarding contractual agreements, technical support, and training.
• Monitors and evaluates product sales, competitor activity, and overall market conditions and reports findings to Business Unit leader and Product Management to influence Product Roadmap priorities.
• Provides annual and rolling 12-month forecasts by units and dollars, by region, and by distribution partner and direct customers with input from all Account Sales Managers.  Quarterly forecasts as needed by product or market segment.
• Participates and/or leads Kaizen / Rapid Improvement events that are focused on proposal to cash processes to optimize operations by eliminating waste.
• Develops weekly management processes focused on indicating the level of traction and progress made toward monthly, quarterly and 6 month rolling goals.  Leads commercial “war room” process focused on increasing share of new products and within new markets. Ensures accurate and up to date information is included in the CRM (Microsoft Dynamics).
• Partners closely with Professional Services teams across Toptech Systems to align commercial and customer success objectives. Cultivates an inclusive, high-performance culture through coaching, talent development, succession planning, and accountability. Leads and develops sales and service teams while implementing customer-facing metrics and performance goals that support revenue growth and improve customer satisfaction.
• Participates in industry functions that create higher market awareness of Toptech Systems and products.  Creates sales strategies for entering new markets and expanding our current markets.
• Works closely with Marketing to identify market opportunities that feed the innovation process and push and pull programs to drive demand.
• Extends a large amount of focus on developing global channels to increase share and grow our eco-system of solutions (Deployed Terminal Automation Software - TMS, Hosted Software - Load2Day, Hardware - Multiload) into various horizontal markets.  Works closely with