10+ years of commercial experience in the appliance industry, focusing on sales and key account management.
5+ years of experience leading commercial teams with direct management responsibilities.
Proven success in managing significant revenue and margin portfolios with measurable growth results.
Deep understanding of OEM sourcing processes and platform development cycles.
Strong technical knowledge of appliance components and systems, including design and manufacturing.
Experience negotiating complex supply agreements and executing pricing strategies.
Excellent communication skills with the ability to influence at the executive level.
Strategic and analytical decision-maker in a fast-paced environment.
Responsibilities
Own the commercial strategy and P&L for the Appliance segment, ensuring alignment with business objectives.
Lead and develop a team of Key Account Managers, fostering a high-performance culture.
Serve as the senior executive sponsor for major appliance OEM accounts, building trusted relationships.
Drive new business development from design-in to product launch, expanding market share.
Negotiate long-term supply agreements and manage pricing and commercial terms effectively.
Collaborate cross-functionally to ensure successful product launches and customer satisfaction.
Monitor market trends and competitor activity to inform product and commercial strategies.
Manage sales forecasting and reporting, providing insights to executive leadership.
Benefits
Full-time employment with a focus on career growth.
Opportunity to lead a high-impact team in a dynamic industry.
Engagement with major appliance OEM customers and industry influencers.
Exposure to strategic decision-making at the executive level.
Potential for international travel to strengthen customer relationships.
Full Job Description
Commercial Director - Appliance
Located in Itasca, IL
Role Description
Robertshaw is seeking an accomplished Commercial Director to lead the commercial performance of its Appliance business across domestic and global accounts. This leader will own the commercial strategy, revenue and margin results for the Appliance segment, lead and develop the Key Account team, and serve as the senior executive relationship owner with Robertshaw's largest appliance OEM customers. The Commercial Director will bring deep appliance industry knowledge, spanning customers, platforms, sourcing practices, regulatory drivers and the competitive landscape, to accelerate profitable growth, win new platforms and strengthen Robertshaw's position as a strategic partner to the industry.
Main Responsibilities
Commercial Strategy & P&L Ownership: Own the commercial strategy and annual operating plan for the Appliance segment, with full accountability for revenue, gross margin, pricing and bookings targets. Translate market and customer insight into a multi-year growth plan aligned with Robertshaw's business objectives.
Team Leadership: Lead, coach and develop a team of Key Account Managers and commercial professionals. Set clear goals, account plans and performance metrics, build bench strength, and foster a high-performance, customer-first culture.
Executive Customer Relationships: Serve as the senior executive sponsor for strategic appliance OEM accounts. Build trusted, multi-level relationships across customer sourcing, engineering, quality and executive leadership to position Robertshaw as a preferred, strategic supplier.
Growth & New Business Development: Drive the platform pipeline from early design-in through award and launch. Identify and win new programs, product categories and customers, and expand share of wallet across cooking, laundry, refrigeration, dishwashing and water heating applications.
Pricing, Contracts & Negotiations: Lead negotiation of long-term supply agreements, pricing and commercial terms, including material, inflation and tariff cost recovery, productivity commitments, rebates and payment terms. Ensure contract compliance and protect margin.
Cross-Functional Leadership: Partner with Engineering, Product Management, Operations, Supply Chain, Quality and Finance to deliver new product launches, resolve customer issues quickly and align capacity with customer demand through the S&OP process.
Market & Competitive Intelligence: Maintain a clear view of appliance market trends, including energy-efficiency and safety regulations, electrification, connected appliances and competitor activity. Translate these insights into product roadmap and commercial strategy.
Forecasting & Reporting: Own the sales forecast and commercial reporting for the segment, providing accurate, timely updates to executive leadership and ownership on performance, risks and opportunities.
Industry Presence: Represent Robertshaw with industry influencers, trade associations (e.g. AHAM) and at key industry events to strengthen the company's market position and brand.
Qualifications
A minimum of 10 years' commercial experience in the appliance industry, in sales, key account management or business leadership roles serving major appliance OEMs (e.g. Whirlpool, GE Appliances, Electrolux, BSH, Samsung, LG, Midea).
At least 5 years of experience leading commercial teams with direct people-management responsibility.
Proven track record of owning and growing a significant revenue and margin portfolio, with measurable results in new business wins and share growth.
Deep understanding of appliance OEM sourcing processes, platform development cycles, supplier selection and quality/launch requirements (e.g. APQP/PPAP).
Strong technical aptitude for components, sub-assemblies or systems (e.g. controls, valves, sensors, ignition, gas and water flow control), including their design, development, testing and manufacturing processes.
Demonstrated success negotiating complex, multi-year supply agreements and executing pricing strategies, including cost and inflation recovery.
Executive presence and excellent communication skills, with the ability to influence at the C-suite level and across a matrixed organization.
Strategic, analytical and data-driven decision-maker who thrives in a fast-paced, results-oriented, private equity-backed environment.
Willingness to travel frequently, domestically and internationally, to engage with customers and Robertshaw sites.
Nice to Have
Experience in adjacent markets such as HVAC, water heating or commercial refrigeration.
Experience managing global or multi-region accounts; additional European languages, Italian in particular, are a plus.
Education
Bachelor's degree in Business, Engineering, Marketing or related field; MBA preferred
Employment Type
Full-Time
Job Function
Commercial / Sales Leadership
Industries
Appliances
About Robertshaw
Robertshaw is a manufacturer of industrial products, including controls and systems for the HVAC, appliance, and automotive industries. The company was founded in 1899 and is headquartered in Greer, South Carolina. Robertshaw's products include thermostats, valves, and electronic controls, and the company also offers engineering and design services. Robertshaw has manufacturing facilities in the U.S., Mexico, and China, and its products are sold worldwide. In 2019, Robertshaw was acquired by One Rock Capital Partners, a private equity firm based in New York.
