Director, Commercial Excellence

Lubrizol Division: Lubrizol Surface Sciences and Lubrizol Engineered Materials

Job Title: Director, Commercial Excellence

Reports To: Vice President, Strategy and Commercial Excellence

Job Type: Hybrid, Full-Time

 

About Lubrizol:

 

The Lubrizol Corporation, a Berkshire Hathaway company, is a specialty chemical company whose science delivers sustainable solutions to advance mobility, improve wellbeing and enhance modern life. Founded in 1928, Lubrizol owns and operates more than 100 manufacturing facilities, sales, and technical offices around the world and has about 8,000 employees. For more information, visit www.Lubrizol.com.  

 

We value diversity in professional backgrounds and life experiences. By enabling a consistent, unbiased, and transparent recruitment process, Lubrizol seeks to create a positive experience for candidates so we can get to know them at their best. We recognize unique work and life situations and offer flexibility, ensuring our employees feel engaged and fulfilled in every aspect of life. 

 

What You'll Do:  

As the Director of Commercial Excellence, you will play a pivotal role in enhancing commercial operations by implementing best-in-class commercial processes supported by robust governance around processes and data. Reporting to the Vice President of Strategy and Commercial Excellence, you will lead initiatives across various commercial functions to optimize customer segmentation, customer terms and conditions, salesforce effectiveness, customer relationship management (CRM), opportunities pipeline management, key account management, contracts lifecycle management (CLM), demand planning, and commercial standard work.

 

What We're Looking For: 

• Lead the design and implementation of commercial excellence strategy and efficient and effective commercial processes in alignment with organizational goals and industry best practices. Define processes and roles; drive best practices and facilitate knowledge sharing across business units.
• Customer Segmentation: Develop and refine customer segmentation strategies to identify high-potential markets and customer groups. Optimize coverage and resource allocation.
• Terms & Conditions: Define and enforce commercial policies aligned with customer segmentation to ensure consistency and compliance across the division.
• Salesforce Effectiveness: Continue to enhance salesforce effectiveness strategy for LZAM which includes: 1) Optimization of CRM and other systems and tools supporting the sales process 2) Optimize the performance of the salesforce through training, tools, and performance measurement mechanisms.
• Opportunities Pipeline: Enable capabilities within the organization to foster strong relationships with key customers and stakeholders, ensuring a high level of customer satisfaction. Implement processes to effectively manage and track sales opportunities from identification to closure.
• Key Account Management: Oversee the development and execution of key account management strategies and best practices to maximize value from strategic partnerships.
• Commercial Contracts Management: Manage the lifecycle of commercial contracts, ensuring value, accuracy and compliance. Lead implementation of processes and systems to drive contracts excellence and efficiency.
• Demand Planning: Collaborate with supply chain and commercial functions to improve demand planning process, integration with CRM and overall ability to anticipate customer demand.
• Lead the organization to best in class business processes by identifying areas for improvement (i.e., process inefficiencies, governance issues, roles and responsibilities, workflow gaps, etc.).
• Seek and support opportunities to drive Lubrizol-wide continuous improvement by building One Lubrizol processes and tools where appropriate.
• Identify and drive implementation new use cases for advanced analytics (e.g., predictive churn, lead prioritization, cross-sell / up-sell). Embrace AI and ML processes where appropriate.

 

Skills Th