Commerical Director, Specialty Chemicals

TETRA Technologies, Inc.•Spring, TX

About The Position

TETRA Technologies, Inc. is seeking a results-driven Commercial Director to lead profitable growth and commercial strategy for its Specialty Chemicals division. The role owns the full commercial cycle across specialty chemical product lines, including calcium chloride and bromine derivatives not used in oilfield completion. Responsibilities span market and account strategy, negotiation, contracting, long-term customer partnerships, pricing, volume allocation, customer service, and global product management and strategy. The Director will build and lead a high-performing sales and customer service team, grow TETRA’s presence with existing and new customers, and work closely with operations, R&D, supply chain, and executive leadership to align commercial strategy with production capability and margin objectives. Direct reports include U.S. sales representatives and the customer service team. The position reports to the Senior Vice President, Specialty Chemicals. The role is primarily office-based, with regular travel to customer sites, production facilities, and industry events. Travel may involve outdoor weather, noise, and areas requiring personal protective equipment. Travel is up to 40–50%, including domestic and select international travel.

Requirements

Bachelor’s degree in Business, Chemistry, Chemical Engineering, or a related field.
At least 10 years of progressive sales, business development, or commercial leadership experience in specialty chemicals, industrial chemicals, or a related industrial or energy sector.
At least 5 years of direct experience managing and developing a sales or commercial team.
Demonstrated record of driving profitable growth and price realization and closing complex, high-value commercial agreements.
Ability to build executive-level relationships with customers, partners, and internal stakeholders.
Strong working knowledge of specialty chemical products and applications, delivered-cost economics (freight, mode, and product form), and customer buying processes in energy and industrial markets.
Excellent negotiation, contract, and pricing strategy skills.
Strong analytical skills and ability to use CRM and sales data, such as Salesforce, to manage pipelines and improve forecast accuracy.
Exceptional written and verbal communication and executive presentation skills.
Valid driver’s license for business travel.
Ability to meet the physical demands of the role, including extended periods of sitting and computer and telephone use; occasionally standing, walking at plant and customer sites, wearing required PPE, and lifting or moving up to 25 pounds. Reasonable accommodations may be made.

Nice To Haves

MBA or advanced degree.
Experience selling calcium chloride, bromine derivatives, specialty minerals, or other freight-sensitive industrial chemicals.
Experience in product line management, growth strategy, and P&L management.
Existing customer relationships in specialty chemicals or the oilfield services market.
Experience working in a matrixed organization and collaborating across R&D, operations, supply chain, and finance.
Familiarity with TETRA’s product lines or direct competitors in calcium chloride or bromine derivatives.

Responsibilities

Develop and execute the Specialty Chemicals division’s commercial growth strategy, including target markets, key accounts, pricing strategy, and channel approach.
Own pricing and volume allocation, including the price book and discount approvals.
Own and grow strategic accounts, building executive-level customer relationships across industrial, specialty, energy storage, water treatment, oil and gas, and other end-market segments.
Lead, coach, and scale sales, customer service, and business development professionals; establish territory plans, contribution margin and volume targets, and performance expectations, and hold the team accountable for results.
Identify, evaluate, and pursue new commercial opportunities, including new applications for existing products, adjacent markets, and channel partnerships.
Lead complex contract negotiations, pricing proposals, and supply agreements in coordination with legal, finance, and operations stakeholders.
Lead global product management and strategy, partnering with R&D, manufacturing, and supply chain to connect customer needs and market feedback with product development and production planning through the S&OP process.
Build and maintain sales forecasts, pipeline reporting, and market intelligence for division-level planning and executive decision-making.
Run a disciplined sales operating rhythm, including forecasting and pipeline management, timely customer call reports, monthly margin reviews with leadership, and maintaining CRM as the system of record.
Monitor the competitive landscape, industry trends, and regulatory developments affecting specialty chemicals and turn insights into commercial strategy.
Represent TETRA at industry conferences, trade shows, and customer events to strengthen brand presence and generate business opportunities.
Collaborate with marketing on positioning, messaging, and sales enablement tools.
Establish and track KPIs including margin, price realization against the price book, volume versus plan, order-fulfillment service levels, and customer retention; report results to senior leadership.
Champion safety, integrity, compliance, and customer-first service consistent with TETRA’s values.
Submit to and satisfactorily complete pre-employment background, medical, alcohol, and drug screening.
Travel to customer sites, production facilities, and industry events as required.