Principal, Commercial Strategy & Strategic Accounts

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.
• Cook up 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.

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.
• Skills: Strong Excel, Power BI, and PowerPoint skills required. Experience with analytics, AI-enabled business insights, CRM systems, and pricing tools preferred.