Director, Commercial Excellence

About the Role

IIB Commercial Excellence is being repositioned into a business critical margin-growth engine. The Director, Commercial Excellence will help build the commercial operating system for IIB: disciplined pricing governance, costing and RFQ standards, deal architecture, value-capture programs, performance management, and cross-functional decision quality. This is a senior build role for a high-ownership commercial leader who can operate from strategy to execution, challenge legacy ways of working respectfully, and create scalable processes that improve EBITDA, margin quality, customer profitability, and commercial accountability.

What We're Looking For

We are looking for a mature Commercial Excellence leader with strong business judgment, curiosity, analytical depth, executive presence, and the ability to influence Sales, Finance, Operations, Customer Service, and senior leadership. The right candidate will not only manage pricing processes; they will create the standards, decision rights, cadence, tools, and talent routines needed to make better commercial decisions repeatedly.

Essential Functions & Key Responsibilities

• Design and implement IIB's Commercial Excellence operating model, including decision rights, escalation paths, pricing governance, commercial policy, and standardized ways of working.
• Create scalable frameworks for pricing guidance, RFQ intake, bid/no-bid gates, costing assumptions, margin review, deal approval, and post-implementation validation.
• Build commercial management cadence: opportunity pipeline, executive price/margin reviews, leakage reviews, realization tracking, and action-owner accountability.
• Lead a team and help develop a high-caliber ComEx team with expectations for ownership, accountability, critical thinking, recommendation quality, continuous improvement, and business partnership.
• Ensure routine work is standardized where possible, accurate, timely, and increasingly automated or simplified so team capacity shifts toward higher-value work.
• Drive adoption of new processes through communication, training, and stakeholder engagement.
• Lead development of pricing strategies by product and customer segments, volume, complexity, cost-to-serve, capacity fit, competitive context, and strategic importance.
• Support major customer negotiations by building the economic fact base, negotiation guardrails, give/get logic, value proposition, escalation positions, and recommended commercial terms.
• Develop deal recommendations that go beyond price: volume commitments, rebate structures, freight treatment, payment terms, service expectations, operational constraints, and contract protections.
• Establish major RFQ review standards, including customer fit, profitability profile, operational feasibility, capacity impact, risk, strategic intent, and executive approval requirements.
• Ensure pricing recommendations include clear economics, alternatives, and scenarios.
• Create mechanisms to compare quote economics to actuals and close feedback loops into future pricing and costing.
• Oversee recurring pricing reviews, deal reviews, RFQ support, price realization tracking, quote governance, customer/product profitability reporting, and commercial KPI routines.
• Build a systematic approach to identify and size profit leakages across pricing, costing, freight, customer mix, SKU complexity, rebates, and commercial execution.
• Identify, prioritize and execute margin-improvement initiatives based on EBITDA/CM impact, execution feasibility, risk, and change-management requirements.
• Track expected vs. realized impact and ensure value capture is validated with Finance and operational stakeholders.
• Translate customer/product profitability insights into actions, not just reports.

Candidate Requirements

• 12–15+ years of progressive experience in commercial excellence, pricing, revenue management, commercial strategy, commercial finance, consulting, sales operations, or related B2B industrial/manufacturing roles.
• 5+ years leading commercial transformation, pricing governance, margin improvement, and related.
• Demonstrated experience building pricing governance, commercial policy, deal review, customer profitability, cost-to-serve, or value-capture processes.
• Strong financial acumen, highly analytical with ability to connect pricing, cost, volume, mix, margin, working capital, service levels, and operational constraints.
• Experience influencing senior stakeholders without relying on formal authority.
• Strong communication skills; able to simplify complex fact bases into clear options and recommendations.
• Team leadership experience, including capability building, coaching, prioritization, and performance management.
• Must demonstrate practical experience using AI as a business-building tool.

Benefits

• Comprehensive medical, dental and vision insurance
• Well-being resources focused on mental, physical and financial health
• Focused Giving Program supporting organizations whose missions promote sustainability initiatives or address food and hunger needs
• Facility-level support of community activities where employees live and work
• Skills development and advanced education programs through MyLearning
• Company and industry training curricula
• Tuition Reimbursement Program (Non-Union)
• Learning Management System supporting and enhancing employee skills at all levels