Director of Standards and Practices - Commercial

County Materials Family of Companies•Maxwell, IN

6d•Onsite

About The Position

The Director of Standards & Practices - Commercial provides cross-business leadership for commercial processes and performance across the Pipe & Underground business. Reporting to the Vice President, Business Operations of Pipe & Underground Infrastructure, this role leads commercial performance measurement and benchmarking, identifies and validates best practices, improves commercial practices across businesses, and drives communication and adoption of proven practices. The position partners with General Managers and local commercial teams to improve customer, market, pricing, pursuit, pipeline, and related execution. General Managers retain ownership of business strategy, local sales teams, people, P&L, results, and day-to-day operations. The Director leads the Technical Resource Engineer group and supports local commercial teams with functional expertise, coaching, data, benchmarks, market insight, customer and industry relationships, significant customer meetings, project pursuits, contract negotiations, and complex commercial matters. The role collaborates with General Managers and cross-functional partners to align commercial objectives and customer expectations with operational capabilities and business objectives. Work takes place in office, manufacturing plant, customer, and field/construction-site settings. Regular travel throughout assigned markets and to company locations, customer sites, and industry events is required; occasional overnight travel may be needed. Hours are primarily standard business hours, with flexibility to meet customer, travel, and business needs. The position involves frequent sitting, standing, walking, communicating, and use of standard office technology; occasional bending, reaching, climbing stairs, navigating facilities and construction sites, and lifting or moving materials up to 25 pounds. Driving and use of required personal protective equipment may be required when visiting plants or job sites.

Requirements

Demonstrated experience leading and developing sales or commercial teams and executing sales, pricing, market-development, and business-growth strategies.
Strong commercial and financial acumen, customer relationship management, negotiation, presentation, analytical, problem-solving, communication, and organizational skills.
Ability to understand technical products, evaluate complex opportunities, balance commercial opportunities with operational and financial considerations, and influence effectively across functions and organizational levels.
Valid driver’s license and ability to travel as required.
Ability to perform the essential duties and responsibilities, with reasonable accommodation where applicable.
Ability to concentrate, analyze information, communicate effectively, and safely perform job duties in office, plant, and field environments.

Nice To Haves

Bachelor’s degree in Business, Marketing, Construction Management, Engineering, or a related field preferred.
7+ years of progressive experience in sales, business development, commercial management, or related leadership roles within concrete products, precast concrete, construction materials, underground utilities, infrastructure, or a related industry preferred.
Concrete pipe, precast concrete, underground utility, heavy construction materials, or related infrastructure experience strongly preferred.
Proficiency with CRM platforms, Microsoft Office applications, and other relevant business systems preferred.

Responsibilities

Own and lead the cross-business commercial process and performance framework in alignment with business objectives, including measures, operating rhythms, tools, and practices across Pipe & Underground.
Lead development and governance of common commercial performance measures and benchmarks, including revenue, volume, pricing, margin, pipeline, customer retention, and market share.
Identify, validate, document, and establish proven practices for customer management, market development, pricing, pursuit, pipeline, forecasting, and related activities.
Direct communication, implementation, and sustained adoption of approved commercial practices across businesses.
Lead commercial market intelligence by monitoring customer needs, competition, infrastructure investment, project pipelines, specifications, and industry trends, and translating insights into priorities.
Lead common forecasting practices and measures to improve the timeliness and accuracy of sales, demand, volume, project, and market forecasts.
Develop and govern pricing practices, measures, benchmarks, and recommendations that account for market conditions, customer value, competitive positioning, demand, capacity, cost structure, and financial objectives.
Monitor pricing trends, bid results, win/loss performance, and pricing realization; identify improvement opportunities and drive adoption of validated practices.
Direct and develop the Technical Resource Engineer group, including priorities, performance expectations, capability development, and coordination of technical commercial support.
Provide functional expertise, coaching, and support to local commercial teams while General Managers retain accountability for local sales leadership, goals, territories, priorities, and people development.
Provide data, benchmarks, and commercial insight to help General Managers identify market, customer, product, and growth opportunities.
Support General Managers and local commercial teams with cross-business expertise and coordination for relationships with customers, contractors, engineers, municipalities, distributors, developers, specifiers, agencies, and industry participants.
Advise and support General Managers and local commercial teams in significant customer meetings, project pursuits, contract negotiations, and complex customer matters.
Partner with General Managers on significant pricing decisions, customer commitments, contracts, and commercial opportunities that may materially affect profitability, capacity, service requirements, or operational performance.
Collaborate with General Managers to establish revenue, volume, margin, market-development, and customer objectives while recognizing their P&L and operational accountability.
Participate in regular business reviews with the Vice President of Business Operations - Pipe & Underground and General Managers to evaluate commercial performance, market conditions, margins, operational considerations, and emerging opportunities.
Lead the Technical Resource Engineer group in product education, specification initiatives, and technical customer support, including efforts to expand use of concrete pipe and related underground products.
Support cross-market commercial learning and coordination through industry associations, trade shows, conferences, customer events, and other business-development activities as appropriate.
Collaborate with operations, engineering, estimating, customer service, transportation, finance, marketing, and other functions to align customer expectations with operational capabilities and business objectives.