Commercial Director

Position Summary

The Commercial Director is a key member of the Toptech Systems' Leadership Team and will be based in Longwood, FL. The Commercial Director is responsible for developing and executing commercial strategy for all products and services across direct and indirect sales channels. This role leads sales growth initiatives, develops strategic customer and partner relationships, and drives market expansion while ensuring alignment with organizational objectives. The position provides leadership to a geographically dispersed sales and marketing team across the United States and Europe (Antwerp, Belgium).

Primary Responsibilities

• Provides leadership to the organization and support to the senior staff on strategic, cross-functional, and change initiatives.
• Participates in long term business plan development (STRAT), AOP (Annual Operating Planning), forecasting, Goal Deployment, MBR (Monthly Business Review), talent development (OTC), and strategic planning as requested.
• Collaborates with the VP / General Manager to foster a culture built on Transformational Leadership with focused attention on Change Management best practices.
• Responsible for developing sales plans and growth strategies, including channel and territory, to achieve revenue plan for the business.
• Sets long and short-range goals, quotas and budgets for all Account Sales Managers, Business Development Manager and Marketing Manager.
• Guides Sales team to develop customer playbooks and communication strategy.
• Works closely with Account Sales Managers to ensure effective allocation of commercial resources and travel expenditures in support of customer engagement and revenue growth.
• Facilitates training for Account Sales Managers as needed to increase sales and service levels.
• Works with Business Unit leadership and marketing to develop policies regarding contractual agreements, technical support, and training.
• Monitors and evaluates product sales, competitor activity, and overall market conditions and reports findings to Business Unit leader and Product Management to influence Product Roadmap priorities.
• Provides annual and rolling 12-month forecasts by units and dollars, by region, and by distribution partner and direct customers with input from all Account Sales Managers. Quarterly forecasts as needed by product or market segment.
• Participates and/or leads Kaizen / Rapid Improvement events that are focused on proposal to cash processes to optimize operations by eliminating waste.
• Develops weekly management processes focused on indicating the level of traction and progress made toward monthly, quarterly and 6 month rolling goals. Leads commercial "war room" process focused on increasing share of new products and within new markets. Ensures accurate and up to date information is included in the CRM (Microsoft Dynamics).
• Partners closely with Professional Services teams across Toptech Systems to align commercial and customer success objectives. Cultivates an inclusive, high-performance culture through coaching, talent development, succession planning, and accountability. Leads and develops sales and service teams while implementing customer-facing metrics and performance goals that support revenue growth and improve customer satisfaction.
• Participates in industry functions that create higher market awareness of Toptech Systems and products. Creates sales strategies for entering new markets and expanding our current markets.
• Works closely with Marketing to identify market opportunities that feed the innovation process and push and pull programs to drive demand.
• Extends a large amount of focus on developing global channels to increase share and grow our eco-system of solutions (Deployed Terminal Automation Software - TMS, Hosted Software - Load2Day, Hardware - Multiload) into various horizontal markets. Works closely with the channel partner managers and marketing personnel to develop relationships and programs that enhance our value and explore new ways to enter developing markets while maximizing current markets.
• Sets and monitors pricing policies that maximize stakeholder returns while increasing market share in conjunction with Product Management.
• Works closely with finance and operations to ensure sales, OTD, quality and accounts receivable targets are met.
• Conducts ongoing performance management, coaching, feedback, and annual Organizational Talent Cycle (OTC).
• Follows company policies, procedures, and instructions.
• Other items as requested by VP/General Manager.

Accountability Measures

• Develops and executes the commercial strategy to achieve revenue growth, profitability, market share expansion, and customer retention objectives.
• Identifies emerging market opportunities and translates customer insights into strategic business recommendations.
• Metrics / KPI's – Meet or exceed targets for sales, while upholding the highest ethical standards and abiding by the IDEX Standards of Conduct and Business Ethics Policy.
• Ensure customer information in CRM and ERP systems is accurate, current, and supports effective customer management, forecasting, and reporting.
• Timely accomplishment of above listed responsibilities while maintaining budget constraints.
• Commercial Strategy
• Market Expansion
• Revenue Growth
• Forecast Accuracy

Qualifications

• Bachelor's degree. Advanced degree preferred.
• 10+ years of progressive sales, business development, or commercial leadership experience, including experience leading remote teams.
• Ability to travel domestically and internationally up to 30% of the time based on business needs.
• Experience setting up new channels to market a strong plus.
• Demonstrated experience developing commercial strategies, managing sales pipelines, forecasting revenue, and leading channel partner relationships.
• Experience managing large global Fortune 100 accounts.
• Experience selling highly technical software and electronic solutions a plus.
• Global experience a plus.

Key Competencies

• Ability to travel as required
• Strategic thinking
• Commercial acumen
• Change leadership
• Data driven decision making
• Excellent interpersonal & communication skills
• Problem solver with excellent technical ability
• Self-motivated & action oriented
• Cross-Functional collaboration
• Talent development
• Customer focused
• Negotiating skills & influence
• Drive for results