Senior Director of Commercial Strategy

About the role

The Senior Director, Commercial Strategy is a critical leadership role within the Commercial organization, responsible for building and owning the commercial intelligence and governance layer across Electrolux North America. This leader sits above the day-to-day execution of channel management and pricing operations, and instead operates at the intersection of long-term strategic positioning, market-level commercial intelligence, trade architecture design, and demand discipline.

What You'll Do

• Channel Strategy & Long-Term Commercial Positioning:

  • Define and maintain the North America channel strategy — articulating where Electrolux will win, where it will selectively compete, and where it will not — across National Accounts, Dealer & Contract, and D2C & Aftermarket.
  • Develop and evolve the channel role framework: how each route to market is positioned, what value proposition it carries, and how investment and pricing architecture align to channel intent.
  • Identify structural shifts in channel dynamics, customer mix, and competitive positioning and translate those signals into strategic recommendations for the VP, Commercial and the Executive Leadership Team.
  • Partner with Commercial Directors to ensure channel strategies are grounded in execution realities, while maintaining independence from day-to-day account pressure.
  • Serve as the primary owner of customer and channel intelligence — synthesizing data from BI, pricing analytics, and market sources into a coherent picture of where and how to compete.

• Field RGM — In-Market Commercial Intelligence:

  • Build and lead a Field RGM capability focused on understanding the true commercial drivers of sell-through beyond price and promotion — including physical execution factors such as floor placement quality, planogram compliance, display share, and in-store presence.
  • Design and deploy analytical frameworks that quantify the revenue and margin impact of executional variables, creating an evidence base that informs both commercial strategy and field priorities.
  • Develop commercial playbooks for field execution — translating Field RGM insights into clear, actionable guidance for Sales and channel teams.
  • Persist with the Pricing & RGM organization to ensure Field RGM intelligence is integrated into pricing architecture and promotional planning decisions.
  • Own the commercial analytics that sit above standard BI reporting — the interpretive layer that converts data into insight and insight into commercial recommendation.

• Trade Architecture & Terms Governance:

  • Own the design and periodic reset of Electrolux North America's trade investment architecture — including dealer incentive structures, rebate program design, promotional funding frameworks, and discount authorization ladders.
  • Ensure trade architecture is coherent across channels and aligned with pricing strategy, channel roles, and margin targets set by the VP, Commercial.
  • Develop governance frameworks that create appropriate friction in trade spend decisions — balancing growth enablement with margin protection — and establish clear escalation paths for exceptions.
  • Partner with Commercial Finance to ensure trade architecture is financially sound, measurable in ROI terms, and integrated into the commercial performance review cadence.
  • Periodically audit trade terms and incentive structures to identify drift, misalignment, or margin leakage, and drive corrective action in partnership with channel leaders.

• S&OP Governance & Demand Discipline:

  • Hold a formal role in the monthly S&OP process as a commercial check on forecast integrity — ensuring that demand plans are grounded in data, commercial rationale, and market-level intelligence rather than internal preference.
  • Design and maintain guardrails that define the evidentiary standard required to support a forecast calldown — including data thresholds, required commercial rationale, and documentation expectations.
  • Exercise a formal escalation right to the VP, Commercial when forecasts fail to meet the established standard, or when commercial risk embedded in the demand plan is not adequately surfaced.
  • Collaborate with Sales Operations and Demand Planning to ensure the S&OP governance role is constructive and intelligence-led — not adversarial — while maintaining the independence required for the function to be credible.
  • Contribute commercial intelligence to S&OP cycle inputs, including channel-level demand signals, customer dynamics, and competitive context that may affect forecast accuracy.

Qualifications

• Bachelor's degree in Business, Finance, Economics, or related field. MBA strongly preferred.
• 10+ years in across a mix of commercial strategy, revenue growth management, channel strategy, commercial finance, or sales, with demonstrated progression into senior leadership roles.
• Proven experience operating across multi-channel commercial models in consumer goods, durable goods, or adjacent industries.

Where you’ll be

This position is based at our Corporate Headquarters in Charlotte, North Carolina.

Benefits highlights

• Hybrid work model
• Generous relocation package
• Medical, dental, vision, and life insurance
• Competitive holiday and vacation time off program
• Retail Savings Plan (401(k)) with company contribution
• Employee Assistance Program and tuition reimbursement
• Discounted Electrolux products