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Senior Director, Commercial
5 hours ago
SUMMARY:
The Senior Director – Commercial (Americas and Latam) is responsible for leading the Sales organization within the US and Latin America to successfully meet or exceed the Annual Operating Plan (AOP) as well as achieve long-term growth and profitability in the region. The Senior Director will be responsible for developing a high-performance sales organization that positions the region for success. The Americas team will work closely with all support functions and business focus teams to ensure aligned goals that deliver to AOP commitments and long-range plan targets.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:
- Lead the Americas Commercial Sales team with active coaching and development while holding the team accountable to achieving sales and profitability targets.
- Own the monthly and annual regional sales forecast with deep understanding of key drivers to success, and drive the team to achieve the forecast
Partner with the Global Product Management teams to deliver incremental growth and/or profitability in strategic segments, including sales of new product lines.
Build a high-performance culture focused on accountability, strong pipeline hygiene, accurate forecasting, and operational discipline, in partnership with Sales Operations.
Develop product and segment expertise as appropriate across the entire commercial organization.
- Drive compliance with robust sales execution processes (demand generation, opportunity management, account execution, contract management, pricing, etc.)
- Cultivate and strengthen relationships with leadership and key decision makers at strategic accounts to maximize mutual success, while actively pursuing new business opportunities to expand our market footprint.
- Represent the voice of the Americas in global planning, strategy, and cross regional coordination
Drive Commercial Excellence by implementing robust Strategic Account Management practices and disciplined use of CRM solution.
EDUCATION AND EXPERIENCE:
- BS/BA required; MBA preferred. 15+ years of sales leadership experience with a proven record of year-over-year growth.
- Proven executive sales leader with deep expertise in pipeline management, forecasting rigor, deal inspection, negotiation, and CRM-driven execution.
- Strategically minded, results-driven leader who operates in the details, takes ownership, and consistently exceeds revenue goals and KPIs.
- Strong people leader and coach with a track record of attracting, developing, and holding high-performing sales leaders accountable.
- Executive presence with exceptional written, verbal, and presentation skills; able to influence senior stakeholders and lead through change.
- Data-driven challenger of the status quo who builds trust, drives alignment, and enables cross-functional collaboration.
PHYSICAL REQUIREMENTS AND ENVIRONMENT:
- The physical aspects of the position include walking, talking, sitting, standing, and sight.
- The position operates in a normal office environment which may include an occasional visit to a mill or supplier location
- Travel could be up to 50%
