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Sr Dir, Commercial Excellence

2 months ago

Moon Twp, United States Hwi Full time
Job Description

Summary

The Sr Dir, Commercial Excellence is accountable for development and implementation of commercial strategies, driving commercial effectiveness and ensuring alignment between marketing and sales effort to maximize revenue growth and market share. By ensuring execution of commercial initiatives (i.e., customer/market segmentation, go-to-market, cross-selling plan, pricing, etc.), the team serves as a regional center of excellence for all Sales and Commercial activity with appropriate tracking/reporting.

Responsibilities

  • Strategic Planning - Develop in collaboration with Americas Business Segment Leaders a market segmentation (end market, customer categorization, product grouping, services etc..) to identify areas of growth ( market share, share of wallet, white spaces etc...)
  • Identify market trends, competitive landscape and customer insights to support decision-making processes in go-to-market, segments prioritization, CAPEX enabling growth etc..
  • Support the realization of 3Y Commercial plan per Segments for the region
  • Ensure Sales Force Effectiveness (SFE) in the regions through reporting, guidelines, and tools to optimize time allocation of the sales team to additional targeted value generating activities
  • Lead and coordinate Commercial Excellence activities across Americas region with particular focus on funnel management, CRM visibility and data quality, budget planning, KPI reporting
  • Enhance functionality of CRM and other systems to reduce manual data entry, improve accuracy and automate processes, for example across CPQ or for the purpose of price target setting - likely subject to investment into CRM or other tools
  • Ensure regular availability of corresponding sales reports (input into CRM requirements) and tied back to commercial targets - likely subject to investment into CRM or other tools
  • Pricing strategy and tracking performance
  • Develop and implement pricing strategies to maximize profitability and ensure the accuracy/integrity of the pricing tool
  • Ensure appropriate and on-time pricing performance tracking, identify pricing opportunities, lead pricing review
  • Collaborate with Finance/FP&A to develop a forward-looking costing approach for each SKUs
  • Support Sales team in pricing discussion with larger key accounts as well as participate to some vendors discussion in support to Purchasing
  • Product Development / Benchmarking
  • Lead global product strategy, streamlining product portfolio, build benchmark vs competition for optimal market positioning
  • Work in collaboration with S&T and Sales Leaders for new products launch to amp up market penetration and associated value sales
  • Propose new product lines in light of Americas strategy (ESG recycled/reclaimed RM, purchasing strategic sourcing etc...)
Requirements
  • Ten plus (10+) years of experience leading a commercial organization with focus on pricing strategy, commercial execution and product development
  • Bachelor in Marketing, Business Administration, MBA preferred
  • Proven record of success in marketing & commercial leadership roles, preferably in the B2B industries
  • Strong strategic thinking and analytical skills, with the ability to translate insights into actionable plans
  • Business acumen, understanding business drivers, underlying market dynamics
  • Strong intellectual capacity to assimilate and analyze complex qualitative and quantitative data for making solid business decisions.
  • Skilled negotiator to build partnership arrangements with leading players in the market
  • Excellent written and verbal communication and presentation skills, including presentation planning and delivery skills
  • Effective change agent, constantly challenging conventional thinking, approach and methodology to drive breakthrough results, with a process focused, continuous improvement mindset
  • Strong desire to be held accountable for results
  • Excellent collaboration and negotiation skills
  • Ability to develop and communicate a clear vision of Americas Regions growth and profitability strategy that can be translated into concrete action plans by leaders in the sales and marketing functions
  • The ability to establish alliances with key decision makers and demonstrated acumen for consulting with customers and functional leaders in the development of new products and strategies
Physical and Environmental Requirements
  • Physical Activity: Requires more than 2/3 of time sitting, talking or hearing, using hands/fingers to handle and/or feel, reaching with hands and arms; less than 1/3 of time standing, walking, climbing or balancing, stooping, kneeling, crouching and crawling.
  • Lifting: Requires lifting up to 10 pound less than 2.3 of the time and lifting up to 50 pounds less than 1/3 of time.
  • Vision: Requires accurate close, distance, color and peripheral vision with depth perception and the ability to focus.
  • Environment: Requires more than 2/3 of time in an office setting with very limited exposure and less than 1/3 of time working near moving mechanical parts, working in high precarious places, exposed to fumes or airborne particles, exposed to extreme heat, at risk of electrical shock
  • Noise: Requires exposure to moderate noise conditions.


About Us

HWI, a member of Calderys

HWI is the largest supplier of refractory products and services in the United States.

With manufacturing sites and distribution centers across the Americas, as well as the major refractory industry research facility in North America, HWI serves virtually every major industry that requires refractory solutions to enhance production and protect assets. HWI is consistently

recognized for its talented experts, industry firsts, and intensely driven excellence.

We're actively

expanding our team of dedicated, enthusiastic people - particularly in research and development, engineering and manufacturing, product management, and sales. As a dynamic, growing global refractory leader, we offer competitive compensation, benefits packages,

and wellness programs. As an Equal Opportunity Employer, we are committed to a diverse workforce.

For more

information, visit thinkhwi.com