Director of Standards and Practices - Commercial

County Materials Family of Companies•Oconomowoc, WI

4d•Onsite

About The Position

The Director of Standards & Practices - Commercial provides cross-business leadership for commercial process and performance across the Pipe & Underground business. Reporting to the Vice President, Business Operations of Pipe & Underground Infrastructure, this position 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 role partners with General Managers and local commercial teams to improve customer, market, pricing, pursuit, pipeline, and related execution, while General Managers retain ownership of business strategy, local sales teams, people, P&L, results, and day-to-day operations. The Director establishes common commercial frameworks, measures, benchmarks, forecasting, pricing practices, and market intelligence. The role also directs and develops the Technical Resource Engineer group and provides functional expertise, coaching, data, and support to local commercial teams. The position collaborates across operations, engineering, estimating, customer service, transportation, finance, marketing, and other functions to align customer expectations with operational capabilities and business objectives. The work is performed in a mixed office, manufacturing plant, customer, and field/construction-site environment. Regular travel throughout assigned markets and to company locations, customer sites, and industry events is required; occasional overnight travel may be required. Hours are primarily standard business hours, with flexibility needed to meet customer, travel, and business needs. Physical expectations include frequent sitting, standing, walking, communication, and use of office technology; occasional bending, reaching, stair climbing, and navigating facilities or construction sites; and occasional lifting or moving of materials up to 25 pounds.

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 essential duties in office, plant, and field environments, including occasional lifting or moving of materials up to 25 pounds and safe performance of job duties.

Nice To Haves

Bachelor’s degree in Business, Marketing, Construction Management, Engineering, or a related field.
Seven or more 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.
Concrete pipe, precast concrete, underground utility, heavy construction materials, or related infrastructure experience.
Proficiency with CRM platforms, Microsoft Office applications, and other relevant business systems.

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 the Pipe & Underground business.
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 across customer management, market development, pricing, pursuit, pipeline, forecasting, and related areas.
Direct communication, implementation, and sustained adoption of approved and proven commercial practices across businesses.
Lead commercial market intelligence by monitoring customer needs, competitive activity, infrastructure investment, project pipelines, specifications, and industry trends, and translating insights into actionable 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 pricing 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 key customer, contractor, engineer, municipality, distributor, developer, specifier, agency, and industry relationships.
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 in establishing revenue, volume, margin, market-development, and customer objectives while recognizing that General Managers retain 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 supporting product education, specification initiatives, and technical customer needs, including opportunities 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.