Job Title:
Principal, Commercial Strategy & Strategic Accounts
Job Description:
Job Description
Position Title: Principal, Commercial Strategy & Strategic Accounts (L5)
Position Summary
The Principal, Commercial Strategy & Strategic Accounts is a senior individual contributor responsible for driving Entegris' commercial strategy across long-term agreements (LTAs), strategic account governance, deal desk support, pricing strategy, and growth initiatives. This role partners closely with Sales, Business Units, Finance, Legal, Product Management, Supply Chain, and executive leadership to improve customer stickiness, strengthen profitability, and accelerate strategic growth. The role will serve as the primary architect for LTA strategy, large deal governance, top-account playbooks, executive account scorecards, and commercial transformation programs.
Primary Responsibilities and Duties
• Develop the roadmap for Long-Term Agreements (LTAs), including identifying priority customers, products, and markets.
• Create LTA frameworks, templates, governance processes, pricing structures, volume commitments, rebate mechanisms, and escalation clauses.
• Partner with Legal, Finance, Sales, and Business Units to negotiate and execute LTAs.
• Serve as the senior deal desk resource for large and strategic opportunities.
• Develop profitability models and P&L frameworks to assess major deals and projects.
• Guide Sales and Business Units on pricing, commercial terms, rebate structures, and contract strategy.
• Track deal realization and ensure expected commercial outcomes are achieved.
• Develop strategic account playbooks.
• Support Key account strategy development, country strategy initiatives, sales effectiveness programs, quota planning, and growth initiatives.
• Support development and maintenance of executive account scorecards for Top 10 strategic customers.
• Support Sales with regular Strategic Account Health Review process covering revenue, market share, service, quality, supply chain performance, risks, and growth opportunities.
• Coordinate executive-level updates and action tracking across Sales, Business Units, Operations, Supply Chain, and senior leadership.
• Partner with IT and Analytics teams to automate dashboards and leverage AI-driven customer insights.
• Support executive special projects and strategic initiatives.
Traits We Believe Make a Strong Candidate
• Strong commercial strategy, pricing, deal desk, or management consulting background.
• Ability to influence cross-functional stakeholders without direct authority.
• Strong executive presence and communication skills.
• Deep analytical and financial modeling skills.
• Proven ability to convert analysis into business action.
• Strong business judgment and customer-centric mindset.
• Experience in complex B2B environments preferred.
Your Success Will Be Measured By
• Successful creation and execution of Entegris' LTA roadmap.
• Increased customer stickiness and expansion of strategic agreements.
• Improved profitability and discipline across large project-based opportunities.
• Establishment of a robust Top 10 customer governance process.
• Delivery of bi-weekly executive account scorecards and actionable customer insights.
• Growth and profitability improvements within strategic accounts.
• Adoption of commercial playbooks and strategic account frameworks.
• Effective cross-functional leadership and program execution.
Qualifications
Education:
• Bachelor's degree in Business, Finance, Economics, Engineering, Strategy, or related field required.
• MBA preferred.
Experience:
• 10+ years of experience in commercial strategy, pricing, deal desk, consulting, sales strategy, corporate strategy, finance, or related disciplines.
• Experience developing complex customer agreements, pricing frameworks, and commercial strategies.
• Experience supporting large strategic accounts and executive stakeholders.
• Strong Excel, Power BI, and PowerPoint skills required.
• Experience with analytics, AI-enabled business insights, CRM systems, and pricing tools preferred.
