Director of Standards and Practices - Commercial

County Materials Family of Companies•Astatula, FL

5d•Onsite

About The Position

The Director of Standards and 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, validates and promotes effective practices, and drives their communication and adoption. The Director 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 position leads common commercial measures, benchmarks, forecasting practices, pricing practices, and market intelligence. It directs the Technical Resource Engineer group and provides functional expertise, coaching, data, and coordination to local teams. The Director also supports significant customer and project pursuits, pricing decisions, negotiations, and cross-functional work to align customer expectations with operational capabilities and business objectives. The role is based in Astatula, Florida, with work performed in office, manufacturing plant, customer, and field or construction-site environments. 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.

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 across functions and organizational levels.
Valid driver’s license and ability to travel as required.

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.
Experience in concrete pipe, precast concrete, underground utilities, heavy construction materials, or related infrastructure.
Proficiency with CRM platforms, Microsoft Office applications, and other relevant business systems.

Responsibilities

Lead the cross-business commercial process and performance framework in alignment with business objectives, including measures, operating rhythms, tools, and practices.
Develop and govern 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, competition, 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 practices.
Direct and develop the Technical Resource Engineer group, including its priorities, performance expectations, capability development, and coordination of technical commercial support.
Provide 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 cross-business coordination and expertise for relationships with customers, contractors, engineers, municipalities, distributors, developers, specifiers, agencies, and industry stakeholders.
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 operations.
Collaborate with General Managers on 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, markets, margins, operational considerations, and opportunities.
Lead the Technical Resource Engineer group in product education, specification initiatives, and technical customer support, 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.
Collaborate with operations, engineering, estimating, customer service, transportation, finance, marketing, and other functions to align customer expectations with operational capabilities and business objectives.