SUMMARYThe Commercial Leader is responsible for driving all revenue-generating activities and ensuring commercial excellence across Patch Rubber Company. Reporting to the President of Commercial & Strategy, this role leads sales, customer experience, pricing, channel management, and commercial strategy across Industrial Rubber, Advanced Traffic Markings (ATM), and Tire & Tube Repair & Retreading.
The Commercial Leader develops and executes growth strategies that align market opportunities, customer needs, and manufacturing capabilities to deliver revenue growth, margin expansion, and market share gains. This leader works closely with Operations, Supply Chain, Engineering, Quality, Finance, and Product Development while building a high-performing commercial organization and personally driving strategic customer relationships, customer recovery initiatives, and new business development.
RESPONSIBILITIES- Develop and execute commercial strategies that drive revenue growth, margin expansion, and market share gains.
- Establish annual and multi-year growth plans aligned with company objectives.
- Identify and prioritize high-potential customers, channels, applications, and markets.
- Grow the business through:
- Expansion of existing customer relationships
- Recovery of lost customers
- New customer acquisition
- Expansion into new products, markets, and applications
- Monitor market trends, customer needs, and competitive activity to identify growth opportunities.
SALES LEADERSHIP & MARKET DEVELOPMENT- Lead, coach, and develop field sales, independent representative agencies, inside sales, customer service, and application engineering resources.
- Establish clear performance expectations, territory plans, and accountability measures.
- Personally engage strategic accounts, major opportunities, and key customer relationships.
- Build disciplined commercial processes for pipeline management, forecasting, demand planning, account management, and performance reviews.
- Partner with Product Development and Engineering to identify customer requirements and commercialization opportunities.
PRICING, PROFITABILITY & COMMERCIAL OPERATIONS- Lead pricing strategy, contract negotiations, and commercial policies across all business segments.
- Drive profitable product mix and margin expansion.
- Monitor customer profitability, channel profitability, and cost-to-serve performance.
- Partner with Finance and Operations to improve commercial performance and profitability.
- Champion CRM utilization, commercial analytics, forecasting accuracy, and KPI-driven decision making.
COMPETENCIES- Strategic commercial leadership
- Problem solving/analysis
- Team management
- Business & financial acumen
- Customer focus
- Builder & Doer
- Ability to forecast sales
- Ability to drive growth
- Technical capacity
- Communication proficiency
QUALIFICATIONS- Bachelor's degree in business administration, sales, marketing or related field
- Minimum of 10 years of experience in sales management, with experience overseeing outside sales managers
- Computer proficiency with Microsoft Office products
- Valid driver's license with acceptable motor vehicle report (insurable)
PHYSICAL DEMANDS AND WORK ENVIRONMENTThe physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work conditions consistent with a general office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk; use hands to finger, and reach with hands and arms.
TRAVEL DEMANDS Must be able to travel to other business operations and facilities, travel will be frequent, approximately 50%. Travel may be planned or extemporaneous. Must be able to work at the Patch Rubber location 1 week per month.
