Director, Commercial Strategy & Growth

Nabors•Houston, TX

About The Position

The Director, Commercial Strategy drives disciplined commercial performance and growth for assigned Nabors businesses and markets. The role executes commercial strategy, market intelligence, go-to-market plans, sales excellence, pricing and tender governance, technology commercialization, and investment economics. It connects market insights, pricing, customer opportunities, and investment economics to turn drilling expertise and technology into customer value and profitable growth. Working across Sales, Operations, Engineering, Finance, Legal, Supply Chain, Marketing, Product, and Technology, the Director improves pricing realization, margin, tender outcomes, and customer value. The role develops recommendations for executive decisions and operates within approved risk tolerance and delegation of authority. It also leads assigned commercial initiatives, supports customer and partner engagement, and builds commercial capability through tools, processes, coaching, and knowledge sharing.

Requirements

Bachelor’s degree in Business, Finance, Economics, Marketing, Engineering, or a related field; equivalent relevant commercial leadership experience may be considered.
8–12 years of progressive experience in commercial strategy, market intelligence, go-to-market strategy, sales excellence, pricing, tender management, business development, technology commercialization, fleet economics, or related B2B commercial roles.
3–5 years leading commercial teams, cross-functional initiatives, or matrixed teams.
Demonstrated experience with market analysis, customer segmentation, go-to-market planning, pricing, tender or bid support, customer negotiations, business cases, forecasting, and commercial performance analysis.
Working knowledge of drilling-business economics, fleet utilization, capital investment evaluation, technology-enabled offerings, and customer value drivers.
Demonstrated ability to develop financial models and recommendations for commercial and investment decisions.
Ability to influence stakeholders and coordinate work across Sales, Operations, Engineering, Finance, Legal, Supply Chain, Marketing, Product, and Technology.
Ability to travel to customer, partner, industry, and company locations when required for essential responsibilities.

Nice To Haves

MBA or another relevant advanced degree.
Experience in land drilling, oilfield services, industrial technology, or another asset-intensive B2B environment.
Experience supporting market-intelligence programs, go-to-market planning, tenders, contract renewals, or pricing governance.
Experience commercializing automation, software, performance-based services, or integrated drilling offerings.
Experience evaluating rig reactivations, major rebuilds, fleet deployments, capital upgrades, or similar investment decisions.

Responsibilities

Translate corporate and drilling-business priorities into annual commercial plans, growth initiatives, performance measures, and execution priorities for assigned markets and offerings.
Manage market intelligence, customer segmentation, competitor analysis, demand forecasting, and market-pricing assessments.
Monitor customer spending patterns, fleet utilization, industry developments, and competitive activity to identify growth opportunities and emerging commercial risks.
Translate market and customer insights into recommendations on commercial priorities, pricing, investment, and partnerships for leadership review.
Prepare market assessments and maintain a forward-looking view of market conditions to support commercial decisions.
Develop and execute go-to-market plans for drilling services, technologies, automation, software, and integrated commercial offerings within approved strategy.
Define target customer segments, value propositions, commercialization pathways, and customer-adoption approaches for assigned offerings.
Manage Sales Excellence analytics and support activities, and implement standard commercial processes, opportunity tracking, forecasting, reporting, and performance metrics across assigned regions and business lines.
Partner with Sales, Marketing, Product, Operations, and Technology to align go-to-market execution with customer demand and growth priorities.
Monitor go-to-market and commercial performance and recommend actions based on customer adoption, pipeline health, forecast accuracy, value capture, and market conditions.
Maintain pricing guidance, customer value models, contract structures, and commercial frameworks for the Lower 48 drilling fleet and other assigned business scopes.
Conduct commercial reviews for bids, tenders, contract renewals, pricing exceptions, and negotiation strategies, escalating significant or strategic opportunities to leadership.
Coordinate tender and bid-strategy development, including win strategy, commercial positioning, cross-functional inputs, milestones, assumptions, risks, and decision points.
Support customer negotiations and ensure commercial recommendations and submissions align with approved objectives, risk tolerance, and delegation of authority.
Track pricing realization, tender activity, win performance, opportunity status, and lessons learned to improve future decisions and margin performance.
Support commercial development of approved strategic partnerships, alliances, technology-integration opportunities, and other growth initiatives.
Serve as commercial lead for assigned initiatives from opportunity identification through business-case development, negotiation support, implementation planning, and value realization.
Partner with Product, Engineering, Operations, and Technology to commercialize Nabors technologies and develop commercial models for deployment opportunities.
Support bundling drilling services, automation, software, and performance-based offerings into differentiated customer solutions and new revenue opportunities.
Assess customer value, commercial risk, resource requirements, adoption potential, and expected return for proposed growth initiatives.
Perform commercial evaluation of rig reactivations, major rebuilds, capital upgrades, deployments, and fleet-optimization initiatives.
Partner with Engineering and Operations to develop project scope, cost estimates, utilization assumptions, commercial inputs, and implementation considerations.
Develop customer value models, economic comparisons, investment analyses, and financial models supporting negotiations, capital decisions, and strategic opportunities.
Evaluate investment returns, demand, pricing, risk, and value creation and provide leadership with scenarios, tradeoffs, and recommendations.
Analyze commercial and financial performance and recommend corrective actions where results differ from approved assumptions or plans.
Coordinate Sales, Operations, Engineering, Finance, Legal, Supply Chain, Marketing, Product, and Technology activities for assigned opportunities and initiatives.
Maintain clear accountabilities, review cadences, escalation points, and deliverables for cross-functional work.
Drive timely decision follow-through and project execution while escalating matters outside delegated authority.
Present commercial insights, recommendations, economics, risks, and tradeoffs clearly to senior leaders, customers, partners, and internal stakeholders.
Build commercial capability within the team through standard practices, tools, knowledge sharing, coaching, and lessons learned.
Represent Nabors in customer, partner, industry, and internal forums relevant to commercial strategy and growth.
Develop commercial playbooks, analytical tools, training materials, case studies, and process-improvement recommendations.
Support commercial due diligence, integration planning, and other strategic reviews when requested by leadership.
Perform other related duties consistent with the position’s purpose and level.
Travel to customer, partner, industry, and company locations when required for essential responsibilities.