Corporate Commercial Director

Key Responsibilities 

• Commercial Transformation Leadership 
• Drive adoption of Market Intelligence, Strategic Marketing, Data-Driven Sales Management, and Sales Funnel Management across assigned product lines   
• Train commercial teams on Microsoft Dynamics CRM, Market Dashboard, and Sales Funnel KPI Dashboard  
• Coach Commercial Leads and sales teams on forecast accuracy, opportunity discipline, and sales process execution   
• Conduct field ride-along ‘s and provide hands-on guidance to reinforce commercial process adoption   
• Facilitate strategic planning sessions and quarterly business reviews  
• Develop and deliver customized training programs addressing specific product line needs 
• Market Intelligence & Strategic Planning 
• Support teams in executing TAM/SAM/SOM analysis, competitive intelligence, and customer market share tracking  
• Facilitate strategic account planning using FET's standardized framework  
• Conduct competitive analysis and maintain competitive intelligence databases  
•  Customize corporate value propositions for specific market segments and customer applications  
• Collaborate with Manager of Strategic Planning on market sizing validation and competitive positioning 
• Sales Process Optimization 
• Drive improved pipeline discipline through systematic opportunity qualification, progression, and forecasting  
• Monitor opportunity aging, probability accuracy, and CRM data quality within assigned product lines  
• Implement BANT qualification framework and ensure consistent application  
• Conduct pipeline reviews to identify at-risk deals and acceleration opportunities  
• Track sales cycle metrics and implement process improvements to accelerate velocity  
• Facilitate win/loss analysis sessions to drive continuous improvement 
• Cross-Functional Partnership 
• Work as embedded partner with Product Line VPs and Commercial Leads, balancing corporate standards with product line autonomy  
• Collaborate with other Commercial Directors to share best practices and maintain process consistency  
• Partner with Commercial Systems & Analytics Director on CRM optimization and dashboard utilization  
• Facilitate knowledge transfer of market insights and successful sales practices across the organization 

Skills & Competencies 

• Commercial Expertise 
• Deep understanding of complex B2B sales processes, consultative selling, and enterprise account management  
• Proven track record of improving sales performance through systematic process implementation  
• Expert-level knowledge of CRM systems (Microsoft Dynamics preferred), sales analytics, and performance metrics  
• Strong analytical skills with experience in market sizing, competitive analysis, and customer intelligence 
• Leadership & Influence 
• Proven ability to drive organizational change and overcome resistance to new processes 
• Strong influence skills with ability to gain buy-in from stakeholders at all levels without direct authority  
• Exceptional presentation and communication skills for executive audiences and customer presentations  
• Demonstrated coaching and development capabilities for sales professionals at all levels 
• Business Acumen 
• Deep understanding of energy/industrial markets, customer buying behaviors, and competitive dynamics  
• Experience with technical products and complex solution selling in B2B environments   
• Financial acumen including P&L impact, ROI calculations, and pricing strategies  
• Strategic thinking with ability to balance short-term execution and long-term objectives 

Education & Experience 

Required: 

• Bachelor's degree in Business, Engineering, Marketing, or related field  
• 10+ years of experience in sales management, commercial operations, or management consulting  
• Demonstrated experience driving sales performance improvement through process implementation  
• Proven track record leading change initia