Job Summary: The Commercial Director serves as an embedded business acceleration partner responsible for transforming commercial performance across assigned FET product lines. This role drives systematic adoption of FET's Four Fundamental Commercial Processes, eliminates inconsistent execution, and delivers measurable business results through expert coaching, training, and process implementation. The Commercial Director has authority to disrupt ineffective practices and accountability for commercial transformation success.
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 initiatives across multiple teams or business units
- Expert-level proficiency with CRM systems and sales analytics platforms
Preferred: - MBA or advanced degree
- Experience in energy, industrial, or technical B2B markets with complex sales cycles
- Sales methodology certifications (Franklin Covey HCS, Miller Heiman, Challenger, SPIN)
- Microsoft Dynamics 365, Power BI, and Business Central experience
- Previous experience in matrix or dotted-line reporting structures
