Commercial Director - Key Accounts

Trelleborg Group•Rutherfordton, NC

5d•Hybrid

About The Position

Trelleborg's Engineered Coated Fabrics operation is a world leader in engineered polymer solutions for almost every industry globally. We are where we are because our talents brought us here. By specializing in the polymer engineering that makes innovation and application possible, Trelleborg works closely with leading industry brands to accelerate their performance, drive their business forward—and along the way, shape the industry and progress that will benefit humankind in the exciting years ahead. Our people are Shaping Industry from the Inside. Reporting to the BU Director – Sales & Marketing, the Commercial Director – Key Accounts is responsible for leading the company’s existing core business across multiple segments. The Commercial Director will drive profitable growth through strong account leadership, exceptional customer experience, and disciplined commercial execution. The position oversees the Account Management and Inside Sales team while ensuring a seamless, high-quality experience across the full customer lifecycle—from order execution to long-term partnership development. This leader plays a critical role in strengthening customer retention, expanding share of wallet, and aligning internal execution with commercial commitments.

Requirements

Bachelor’s degree in Business, Engineering, or related discipline (MBA preferred)
10–15+ years of experience in commercial leadership, account management, or strategic sales
Proven track record managing key accounts in industrial, aerospace, or engineered materials environments
Demonstrated success delivering profitable growth and leading high-performing teams
Strong experience in pricing, contract negotiation, and customer relationship management
Experience working in a cross-functional, matrixed organization
Strong commercial acumen (pricing, margins, contract strategy)
Customer-centric mindset with a focus on long-term partnerships
Leadership and team development capability
Ability to balance strategic thinking with execution discipline
Excellent communication and stakeholder management skills
Data-driven decision making and problem-solving

Nice To Haves

Revenue growth and margin performance across key accounts
Customer retention and share-of-wallet expansion
Customer satisfaction and experience metrics (OTIF, responsiveness, issue resolution)
Pipeline growth within existing accounts
Forecast accuracy
Team engagement and performance

Responsibilities

Lead and execute the commercial strategy for key and core accounts to deliver revenue growth and margin expansion
Develop and implement account plans focused on retention, share gain, and long-term partnership development
Build strong relationships with customer stakeholders at operational and executive levels
Identify and drive cross-selling, upselling, and new application opportunities within existing accounts
Own the end-to-end customer experience across key accounts, ensuring consistency, responsiveness, and quality
Identify and eliminate friction points across quotation, order management, delivery, and after-sales support
Partner with operations, supply chain, and quality teams to ensure reliable and on-time delivery performance
Establish and track customer satisfaction metrics (e.g., OTIF, responsiveness, issue resolution, feedback loops)
Deliver against revenue, margin, and pricing targets for the account portfolio
Lead contract negotiations and pricing strategies aligned with market conditions and company objectives
Drive forecast accuracy and demand visibility across key accounts
Monitor market trends, customer demand shifts, and competitive positioning
Lead, coach, and develop the Account Management and Inside Sales team
Establish clear KPIs, performance expectations, and accountability frameworks
Build a high-performance culture focused on execution, customer value, and commercial discipline
Support talent development, succession planning, and capability building
Act as the bridge between customers and internal teams (operations, engineering, supply chain, quality)
Ensure commercial commitments are aligned with operational capabilities
Lead cross-functional collaboration on key programs, escalations, and major opportunities
Partner closely with Commercial Segment Directors to support execution of segment growth strategies, ensuring key account plans, resource priorities, and customer engagement activities are aligned with overall business growth objectives