How you will make an Impact (Job Summary)The Director of Commercial Operations is responsible for driving profitable growth through leadership of SPX Cooling's representative network and commercial execution processes. This role owns bookings, revenue, margin performance, and market expansion initiatives while building a high-performance commercial organization focused on accountability, execution, and results.
The incumbent will lead representative partner performance, territory planning, pipeline management, pricing strategy, and key customer engagement. Success requires a hands-on commercial leader who can strengthen channel effectiveness, elevate sales execution, and convert market opportunities into sustained growth.
What you can expect in this role (Job Responsibilities)- Drive bookings, revenue, and gross margin performance across assigned markets and channels.
- Lead, develop, and hold representative organizations accountable for performance, growth, and market coverage expectations.
- Establish territory plans, growth priorities, and commercial strategies that deliver measurable results.
- Maintain pipeline visibility and forecasting discipline to support effective business planning and opportunity conversion.
- Lead pricing and deal strategy decisions to maximize growth and profitability.
- Personally engage in strategic customer relationships, key account development, and critical sales opportunities.
- Identify market expansion opportunities through customer insight, competitive awareness, and industry trends.
- Implement sales processes, performance management practices, and operating rhythms that drive accountability and execution excellence.
- Partner cross-functionally with Marketing, Engineering, Operations, and Customer Service to support customer needs and business objectives.
What we are looking for (Required/Ideal Experience, Skills, Education)We each bring something to the table, and we are looking for someone who has:
Required Experience & Skills- 10+ years of experience leading representative organizations, channel partners, or direct sales teams.
- Proven track record delivering bookings, revenue, and market share growth.
- Strong commercial leadership skills across pricing, forecasting, pipeline management, and deal execution.
- Experience building accountability and performance management systems within sales organizations.
- Strong customer engagement, negotiation, and relationship management capabilities.
- Data-driven decision maker with experience utilizing CRM and pipeline management tools.
Ideal Experience & Skills- HVAC, cooling systems, industrial equipment, or related engineered products experience preferred.
- Experience leading channel sales or representative-based commercial organizations.
- Demonstrated success driving commercial transformation, process improvement, and margin expansion.
Education & Certifications- Bachelor's degree in Business, Engineering, Marketing, or related field required.
- MBA or advanced business degree preferred.
Travel & Working Environment- Approximately 50% travel to support customer, representative, and business needs.
- Office and customer-facing environment with frequent interaction across internal and external stakeholders.
What benefits do we offer?We know that the well-being of our employees is integral. Our benefits include:
- Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
- Competitive health insurance plans and 401(k) match, with benefits starting day one
- Competitive and performance-based compensation packages and bonus plans
- Educational assistance, leadership development programs, and recognition programs
