Director, Commercial Excellence

Global Cellulose Fibers•Memphis, TN

1d•$214,700 - $275,000•Hybrid

About The Position

The Director, Commercial Excellence will lead the commercial capabilities, governance, insights, and processes that improve profitable growth and strengthen decision-making across Global Cellulose Fibers. The role will serve as the enterprise commercial leader for pricing strategy and execution, Contract Council governance, and business intelligence. This leader will partner across Sales, Finance, Legal, Supply Chain, Operations, and other functions to translate market and customer insights into disciplined commercial actions. Lead the commercial pricing function, including pricing strategy, governance, processes, tools, and execution. This role owns the commercial business decision framework for pricing while partnering closely with Finance on financial analysis, controls, and performance reporting. Establish pricing principles and approval authorities that support value capture, consistency, speed, and accountability across regions, customers, and product lines. Lead the Contract Council and maintain disciplined governance for significant, non-standard, or higher-risk commercial agreements. Ensure decisions are made with the appropriate commercial, legal, financial, operational, and risk perspectives. Drive clear contract review and escalation processes, including decision criteria, documentation standards, approval paths, and follow-through on commitments. Own the commercial product line management process, including portfolio strategy, value propositions, market positioning, product priorities, and recommendations regarding product mix and resource allocation. Partner with Sales leaders to translate product line strategies into customer, channel, and regional commercial plans. Lead business intelligence and commercial analytics capabilities that provide timely, actionable insights on price realization, profitability, mix, customer performance, market trends, and commercial opportunities. Create and standardize commercial processes, policies, operating rhythms, and performance measures that improve consistency and effectiveness across the commercial organization. Identify commercial capability gaps and lead continuous improvement efforts, including adoption of tools, processes, training, and change management. Provide leadership, direction, and development for the commercial excellence team, including the Manager, Business Intelligence and Pricing Strategy. Influence across functions and geographies to align stakeholders, resolve complex commercial issues, and advance enterprise priorities. Prepare recommendations and executive-level materials that clearly communicate commercial performance, risks, opportunities, and required decisions.

Requirements

Bachelor's degree in business, marketing, economics, finance, engineering, or a related field; advanced degree preferred.
10 or more years of progressively responsible commercial, pricing, product management, sales operations, business intelligence, or related experience, including leadership of managers or professional teams.
Demonstrated experience developing and executing pricing strategies in a complex B2B environment.
Strong understanding of commercial contracts, negotiation, risk evaluation, and cross-functional contract governance.
Experience leading product line or portfolio management, including market positioning, value propositions, mix, profitability, and lifecycle decisions.
Ability to translate complex data into clear commercial insights, recommendations, and executive decisions.
Demonstrated ability to design and improve commercial processes, governance, measures, and tools.
Strong business acumen with the ability to balance growth, profitability, customer value, operational constraints, and risk.
Excellent communication, presentation, and influencing skills, including the ability to align senior leaders and cross-functional stakeholders.
Proven people leadership and talent development capabilities in a matrixed, global organization.
Ability to manage multiple priorities, make sound decisions with incomplete information, and drive work from strategy through execution.

Nice To Haves

Experience in a global industrial, manufacturing, commodity, specialty materials, or similarly complex B2B business is preferred.
International and domestic travel may be required.

Responsibilities

Lead the commercial pricing function, including pricing strategy, governance, processes, tools, and execution.
Establish pricing principles and approval authorities that support value capture, consistency, speed, and accountability across regions, customers, and product lines.
Lead the Contract Council and maintain disciplined governance for significant, non-standard, or higher-risk commercial agreements.
Drive clear contract review and escalation processes, including decision criteria, documentation standards, approval paths, and follow-through on commitments.
Own the commercial product line management process, including portfolio strategy, value propositions, market positioning, product priorities, and recommendations regarding product mix and resource allocation.
Partner with Sales leaders to translate product line strategies into customer, channel, and regional commercial plans.
Lead business intelligence and commercial analytics capabilities that provide timely, actionable insights on price realization, profitability, mix, customer performance, market trends, and commercial opportunities.
Create and standardize commercial processes, policies, operating rhythms, and performance measures that improve consistency and effectiveness across the commercial organization.
Identify commercial capability gaps and lead continuous improvement efforts, including adoption of tools, processes, training, and change management.
Provide leadership, direction, and development for the commercial excellence team, including the Manager, Business Intelligence and Pricing Strategy.
Influence across functions and geographies to align stakeholders, resolve complex commercial issues, and advance enterprise priorities.
Prepare recommendations and executive-level materials that clearly communicate commercial performance, risks, opportunities, and required decisions.