Corporate Commercial Director

Forum Energy Technologies•Houston, TX

16d

About The Position

The Commercial Director serves as an embedded business acceleration partner responsible for transforming commercial performance across assigned FET product lines. This role drives systematic adoption of FET's Four Fundamental Commercial Processes, eliminates inconsistent execution, and delivers measurable business results through expert coaching, training, and process implementation. The Commercial Director has authority to disrupt ineffective practices and accountability for commercial transformation success.

Requirements

Commercial Expertise Deep understanding of complex B2B sales processes, consultative selling, and enterprise account management
Proven track record of improving sales performance through systematic process implementation
Expert-level knowledge of CRM systems (Microsoft Dynamics preferred), sales analytics, and performance metrics
Strong analytical skills with experience in market sizing, competitive analysis, and customer intelligence
Leadership & Influence Proven ability to drive organizational change and overcome resistance to new processes
Strong influence skills with ability to gain buy-in from stakeholders at all levels without direct authority
Exceptional presentation and communication skills for executive audiences and customer presentations
Demonstrated coaching and development capabilities for sales professionals at all levels
Business Acumen Deep understanding of energy/industrial markets, customer buying behaviors, and competitive dynamics
Experience with technical products and complex solution selling in B2B environments
Financial acumen including P&L impact, ROI calculations, and pricing strategies
Strategic thinking with ability to balance short-term execution and long-term objectives
Required: Bachelor's degree in Business, Engineering, Marketing, or related field
10+ years of experience in sales management, commercial operations, or management consulting
Demonstrated experience driving sales performance improvement through process implementation
Proven track record leading change initiatives across multiple teams or business units
Expert-level proficiency with CRM systems and sales analytics platforms

Nice To Haves

MBA or advanced degree
Experience in energy, industrial, or technical B2B markets with complex sales cycles
Sales methodology certifications (Franklin Covey HCS, Miller Heiman, Challenger, SPIN)
Microsoft Dynamics 365, Power BI, and Business Central experience
Previous experience in matrix or dotted-line reporting structures

Responsibilities

Commercial Transformation Leadership Drive adoption of Market Intelligence, Strategic Marketing, Data-Driven Sales Management, and Sales Funnel Management across assigned product lines
Train commercial teams on Microsoft Dynamics CRM, Market Dashboard, and Sales Funnel KPI Dashboard
Coach Commercial Leads and sales teams on forecast accuracy, opportunity discipline, and sales process execution
Conduct field ride-along ‘s and provide hands-on guidance to reinforce commercial process adoption
Facilitate strategic planning sessions and quarterly business reviews
Develop and deliver customized training programs addressing specific product line needs
Support teams in executing TAM/SAM/SOM analysis, competitive intelligence, and customer market share tracking
Facilitate strategic account planning using FET's standardized framework
Conduct competitive analysis and maintain competitive intelligence databases
Customize corporate value propositions for specific market segments and customer applications
Collaborate with Manager of Strategic Planning on market sizing validation and competitive positioning
Drive improved pipeline discipline through systematic opportunity qualification, progression, and forecasting
Monitor opportunity aging, probability accuracy, and CRM data quality within assigned product lines
Implement BANT qualification framework and ensure consistent application
Conduct pipeline reviews to identify at-risk deals and acceleration opportunities
Track sales cycle metrics and implement process improvements to accelerate velocity
Facilitate win/loss analysis sessions to drive continuous improvement
Work as embedded partner with Product Line VPs and Commercial Leads, balancing corporate standards with product line autonomy
Collaborate with other Commercial Directors to share best practices and maintain process consistency
Partner with Commercial Systems & Analytics Director on CRM optimization and dashboard utilization
Facilitate knowledge transfer of market insights and successful sales practices across the organization