Position Overview:The Director of Global Commercial Operations serves as the operational backbone of the global commercial organization. This role owns global pipeline consolidation, RFQ visibility, contract and pricing governance, and market intelligence coordination, while feeding directly into long-range revenue planning and the Annual Operating Plan. This is an individual-contributor role at a senior level - the person will not manage a team but will be expected to lead cross-functional initiatives and drive outcomes through influence rather than authority, serving as the single source of commercial truth across the business.
Primary Responsibilities & Duties:Pipeline & Forecasting
- Own and manage the global sales pipeline roll-up across all regions, serving as the single source of truth for pipeline status, coverage, and risk
- Lead cross-regional coordination to standardize pipeline, forecast, and commercial reporting
- Feed pipeline and forecast data into the 5-year revenue model and the Annual Operating Plan (AOP) process
- Partner with regional commercial leads on forecast accuracy and variance analysis
- Maintain quote summary and win/loss intelligence to inform pipeline quality and competitive positioning
- Own CRM data quality standards and coordinate the cadence of business-review meetings
RFQ & New Product Launch Visibility
- Maintain a complete, consolidated view of global RFQ activity across all regions
- Build and maintain a global RFQ/pipeline dashboard, including win rate tracking across regions, customers, and product lines
- Track and integrate data from new product launches into pipeline and revenue projections
- Support product lifecycle management by maintaining visibility into overall win/loss performance and distinguishing new business opportunities from replacement/renewal business
Market Intelligence
- Coordinate and maintain market intelligence, including customer communications, forecasts, and competitive/market data
- Develop and maintain market entitlement views by customer, end market, and product line, including SAM/SOM (Serviceable Addressable Market / Serviceable Obtainable Market) modeling
- Synthesize findings into leadership-ready summaries and flag emerging risks and opportunities
Commercial Contract Management
- Coordinate and manage all commercial contracts globally, working directly with regional commercial teams
- Own the global SKU list and terms sheets for all customers, ensuring consistency and version control across regions
Marketing & Promotional Coordination
- Coordinate marketing and promotional materials in support of global commercial initiatives
- Partner with regional teams to ensure promotional content and messaging remain consistent with global commercial priorities
Key Working Relationships:This role requires close, ongoing coordination with:
- Global Commercial Leaders (regional) - for pipeline roll-up, RFQ visibility, contract coordination, and market intelligence input
- Finance / Planning (FP&A) - for AOP cycles, the 5-year revenue model, and forecast reconciliation
- IT / Business Intelligence - for dashboard development, data infrastructure, and reporting tools (Power BI and related platforms)
Required Education & Experience: - Bachelor's degree required; MBA preferred given the strategic planning scope
- 8-12 years in sales/commercial operations, FP&A, or a related field, including 3-5 years at a global/multi-region level
- Experience working directly with senior executives (VP level or above)
Preferred Experience:- Experience with AOP or long-range planning processes (e.g., 5-year revenue models)
- Background in commercial/contract operations, including SKU management, terms sheets, and pricing governance
- Experience with market sizing or entitlement modeling (SAM/SOM or similar frameworks)
- Exposure to new product launch processes and market intelligence functions
- Experience partnering closely with IT/BI teams on reporting infrastructure
- Experience in a multinational or matrixed organization
Skills & Abilities:- Proven experience owning pipeline/forecast processes at a global or multi-region scale
- Strong contract and pricing coordination experience, with the ability to serve as the central point of contact across legal, finance, and regional commercial teams
- Advanced Excel/SQL and BI tool fluency (Power BI, Tableau, or similar); CRM expertise (Salesforce)
- Demonstrated ability to lead cross-functional initiatives without formal authority over the people involved
- High attention to detail combined with sound judgment on prioritizing discrepancies and risks
- Familiarity with the Agriculture and Construction, On-Highway Commercial Vehicle, and Power Generation industries, including their OEM customer bases and commercial dynamics
- Familiarity with core manufacturing processes such as tube bending, fabrication, welding, stamping, casting, etc.
- Proven experience working in a high mix / low volume environment
- Proficiency using AI tools as part of daily workflow (e.g., for data analysis, drafting, summarization, or process automation)
