Commercial Sales Senior Manager

Orbia•Kansas, KS

4d•Remote

About The Position

Commercial Sales Senior Manager – U.S. Refrigerants Fluor & Energy Materials (F&EM), an Orbia Business. This role is responsible for leading the most important refrigerants market in the business, driving revenue growth, profitability, and market expansion. It involves developing and executing commercial strategy, building customer relationships, leading and developing commercial talent, managing high-value accounts, and partnering with various internal teams to deliver customer-focused solutions. The position also requires driving forecasting accuracy, monitoring industry trends, and representing the company at industry events. This is an opportunity to influence business strategy, shape customer partnerships, develop talent, and make a lasting impact on a global business.

Requirements

Bachelor's degree in Engineering, Chemistry, Business, Marketing, or a related technical discipline; MBA or advanced business degree preferred.
12+ years of progressive experience in sales leadership, business development, market development, commercial management, or strategic account leadership.
Experience within specialty chemicals, commodity chemicals, refrigerants, HVAC, industrial manufacturing, engineered products, or other technical B2B environments.
Demonstrated success delivering revenue growth, expanding market share, retaining strategic customers, and achieving profitable business results.
Proven ability to develop and execute commercial strategies, negotiate complex agreements, and manage executive-level customer relationships.
Strong business acumen, including experience with forecasting, pricing strategy, financial analysis, and commercial performance management.
Experience working within large, global, matrixed organizations and collaborating effectively across multiple functions and cultures.
Strong leadership capabilities with a track record of developing teams, coaching talent, and building
Ability to influence and build credibility with executive stakeholders, customers, and cross-functional leadership teams.
Ability to travel approximately 40-50% within the United States.

Nice To Haves

Experience selling technical products or solutions within regulated, compliance-driven, or sustainability-focused industries is preferred.
Experience with CRM platforms, sales analytics, and commercial reporting tools.
Spanish language proficiency is a plus.
Executive presence and strong interpersonal skills.
A customer-first mindset paired with strong commercial instincts.
The ability to navigate change and lead through industry transformation.
Curiosity, adaptability, and a passion for continuous improvement.
A commitment to developing people and creating high-performing teams.
The ability to quickly establish trust with customers, colleagues, and business leaders.

Responsibilities

Develop and execute the commercial strategy for the U.S. Refrigerants business, driving revenue growth, profitability, and market expansion.
Build and strengthen relationships with key customers, distributors, and industry partners, serving as a trusted strategic advisor.
Lead, coach, and develop commercial talent while fostering a culture of accountability, collaboration, and continuous improvement.
Manage a portfolio of high-value accounts and identify new opportunities for growth across existing and emerging markets.
Partner with marketing, business development, technical, supply chain, and regulatory teams to deliver customer-focused solutions.
Lead strategic negotiations and commercial agreements that support long-term business objectives.
Drive forecasting accuracy, pipeline visibility, demand planning, and commercial performance tracking.
Monitor industry trends, competitive activity, customer needs, and regulatory developments to inform strategic decision-making.
Represent F&EM at customer meetings, trade associations, conferences, and industry events.
Contribute to succession planning and help shape the future commercial leadership pipeline of the business.