The Vice President, Commercial Excellence is responsible for strengthening the effectiveness, consistency, and scalability of FDH Electronics' global commercial organization. This leader will establish and advance the processes, tools, analytics, capabilities, and performance disciplines required to accelerate profitable growth, improve sales productivity, and enable more consistent execution across regions and commercial teams.
What You'll Do As a Vice President, Commercial Excellence, you'll be responsible for:
Commercial Strategy & Growth Execution- Partner with executive and regional sales leadership to translate FDH's growth strategy into clear commercial priorities, execution plans, and measurable outcomes.
- Establish consistent commercial processes, operating rhythms, and best practices across regions, business units, and sales teams.
- Drive increased penetration of existing customers, acquisition of new customers, and expansion across underpenetrated accounts, products, and suppliers.
- Develop structured account-planning methodologies for strategic, high-potential, and underpenetrated customers.
- Improve coordination across Outside Sales, Inside Sales, Product Management, Marketing, and other commercial functions to support a unified approach to customer growth.
- Identify barriers to growth and lead cross-functional initiatives that improve commercial execution and customer outcomes.
Sales Performance and Productivity- Establish and monitor meaningful sales performance indicators, including revenue, bookings, gross profit, margin, customer growth, pipeline, quote conversion, product penetration, and salesperson productivity.
- Develop scorecards and dashboards that provide clear visibility into individual, regional, and organizational performance.
- Evaluate sales productivity, capacity, coverage, and resource allocation to ensure commercial resources are aligned with the highest-value opportunities.
- Develop performance benchmarks, identify successful practices, and enable their replication across the organization.
- Partner with sales leadership to develop targeted action plans for underperforming territories, accounts, and sales resources.
- Maintain a strong focus on profitable growth by balancing revenue expansion with gross-margin performance and quality of earnings.
Sales Process, CRM & Commercial Tools- Own the continuous improvement of FDH's end-to-end sales processes, from lead and opportunity identification through quoting, conversion, account development, and expansion.
- Drive consistent CRM adoption, data quality, and disciplined opportunity-management practices across the sales organization.
- Establish standards for pipeline management, forecasting, account planning, sales activity, and follow-through.
- Simplify administrative processes and remove non-value-added work to maximize customer-facing selling time.
- Partner with Revenue Operations and Information Technology to improve sales tools, dashboards, automation, reporting, and workflow effectiveness.
Customer and Market Development- Develop fact-based methodologies for segmenting customers and identifying high-potential, underpenetrated, and whitespace opportunities.
- Use customer, product, supplier, and market data to guide account prioritization and commercial investment.
- Establish programs that increase cross-selling across FDH's interconnect, electromechanical, wire and cable, and related product portfolio.
- Support strategies that expand FDH's share of wallet and strengthen strategic relationships within existing customers.
- Partner with Product Management to connect supplier strategies, product priorities, and customer opportunities.
- Develop structured approaches for strategic account reviews, customer growth plans, and executive engagement.
Pricing & Commercial Effectiveness- Partner with Product Management, Pricing, Finance, and Sales Leadership to improve pricing discipline and gross-margin performance.
- Analyze quote activity, win rates, customer behavior, market dynamics, and competitive trends to identify opportunities for improvement.
- Improve visibility into quote conversion, lost-business reasons, pricing exceptions, and margin leakage.
- Support the development of customer-specific pricing, negotiation, and commercial strategies.
- Help ensure sales incentives, performance measures, and recognition programs reinforce FDH's strategic priorities and profitable-growth objectives.
Sales Enablement & Talent Development- Develop a comprehensive commercial excellence and sales training program for new and existing sales professionals.
- Establish onboarding standards that accelerate new-hire readiness and time-to-productivity.
- Provide practical training in consultative selling, account planning, negotiation, pricing, opportunity management, and product penetration.
- Build sales-leadership capabilities for Regional Managers and other frontline commercial leaders.
- Create tools, playbooks, and reinforcement mechanisms that embed FDH's preferred sales methodologies in day-to-day execution.
- Identify, document, and share successful selling practices across regions and teams.
Sales Planning, Forecasting & Business Reviews- Lead the development of standardized weekly, monthly, and quarterly sales-review processes and operating cadences.
- Improve the quality, consistency, and action orientation of regional business reviews and quarterly business reviews.
- Establish forward-looking reporting focused on opportunities, risks, customer development, and corrective actions, in addition to historical results.
- Partner with Finance and Revenue Operations on annual sales planning, territory design, quota setting, capacity planning, and forecasting.
- Provide executive leadership with actionable insights regarding sales performance, business risks, resource needs, and growth opportunities.
What You BringEducation and Experience: - Bachelor's degree in business, marketing, engineering, finance, or a related field required.
- 10+ years of progressive experience in sales, sales leadership, sales operations, revenue operations, or commercial excellence, including experience supporting a multi-region or multi-business-unit organization.
- Experience within electronic components distribution, aerospace and defense, industrial distribution, or a related B2B environment strongly preferred.
- Demonstrated success improving sales productivity, commercial performance, and operating discipline at scale.Strong understanding of sales processes, customer and account segmentation, pipeline management, pricing, forecasting, and account development.
- High level of analytical capability, with demonstrated ability to translate complex data into practical commercial actions and business decisions.
- Experience with CRM platforms, sales analytics, business-intelligence tools, and commercial reporting.
- Strong leadership, change-management, and project-execution capabilities.
- Demonstrated ability to influence cross-functional stakeholders and drive results without relying solely on direct reporting relationships.
- Excellent communication, facilitation, and executive presentation skills.
- Ability to travel as needed
Key Competencies: - Commercial acumen and profitable-growth orientation
- Strategic planning and disciplined execution
- Data-driven decision-making
- Customer and market orientation
- Cross-functional leadership and influence
- Change leadership and organizational agility
- Talent development and coaching
- Accountability and results orientation
Special Requirements:- U.S. Citizen, U.S. Permanent Resident (Green Card holder) orasylee/refugee status as defined by 8 U.S.C. 1324b(a)(3) required.
- ITAR Requirement
- 120.15. Some positions will require current U.S. Citizenship due to contract requirements.
This position requires access to information that is subject to compliance with the International Traffic Arms Regulations ("ITAR") and/or the Export Administration Regulations ("EAR"). In order to comply with the requirements of the ITAR and/or the EAR, applicants will be asked to provide specific documentation to verify U.S. person status under the ITAR and the EAR. A "U.S. person" according to their definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee, or asylee. See 22 CFR
Job Type: Full Time
