Senior Director

Job Description: The Senior Director, Commercial Excellence is a global leadership role and a key strategic partner to DwyerOmega's Chief Commercial Officer. This leader turns commercial strategy into disciplined, measurable execution across our global sales organization.
The role exists to make the commercial engine measurably more effective - through sharper strategy deployment, better data and analytics, smarter incentive design, stronger sales and partner enablement, modern AI-enabled ways of working, and reliable global commercial technology. The ideal candidate is equally comfortable shaping strategy with senior leadership and driving execution in the field, then closing the loop from plan to result, and is energized by bringing structure, candor, and momentum to a fast-moving, multi-region business.
Key Responsibilities
Strategy Development and Deployment

Partner closely with the CCO to own the commercial operating rhythm (strategic planning, monthly and quarterly business reviews), prepare executive-ready materials and analysis, and ensure decisions convert into tracked, accountable actions.
Lead annual and multi-year commercial strategy development, then cascade it into regional and functional execution plans with clear owners, milestones, and metrics.
Build and maintain a commercial governance framework that turns strategy into a repeatable cadence of review, accountability, and course correction.
Act as connective tissue across AMER, EMEA, and APAC commercial teams - surfacing risks and opportunities honestly rather than smoothing them over.
Manage cross-functional special projects on behalf of the CCO, including the commercial integration of newly acquired teams and brands.

Commercial Analytics and Sales Force Effectiveness

Own the commercial analytics agenda - define the KPIs, dashboards, and defensible benchmarks that show how the sales organization is truly performing.
Translate data into insight and insight into action across pipeline health, win and loss, territory and segment performance, pricing realization, and channel productivity.
Establish a single source of truth for commercial reporting using BI and CRM platforms (Power BI strongly preferred).
Identify and close sales force effectiveness gaps through better process, coverage models, and tools.

Sales Incentive and Partner Compensation Programs (SIP)

Design, deploy, and govern Sales Incentive Plans (SIPs) that align seller behavior with company strategy and margin goals.
Own the architecture and administration of commission rates, quotas, accelerators, and incentive structures across regions.
Govern discount and pricing authority frameworks and external partner and channel compensation, balancing growth with profitability.
Run the annual incentive design cycle in partnership with Finance and HR - including modeling, plan documentation, and payout governance.
Ensure plans are transparent, fair, compliant, and consistent across jurisdictions.

Sales and External Partner Enablement and Training

Build the enablement strategy that equips both the internal sales organization and external partners with product, application, and selling capability.
Develop and deliver onboarding, product, and application training - especially for technical instrumentation sold into HVAC, data center cooling, and industrial markets.
Create scalable content and certification paths for distributors, manufacturer reps, and channel partners.
Measure enablement impact on ramp time, product attach rates, and overall seller productivity.

AI-Driven Productivity and Digital Enablement

Champion the practical use of AI to drive day-to-day commercial efficiency - across analytics, reporting, content, CRM hygiene, and seller workflows.
Identify, pilot, and scale AI and automation use cases that remove low-value work and speed up decision-making.
Partner with IT and Data to deploy tools responsibly, with attention to data quality, governance, and adoption.

Global Commercial Technology and Support

Own the global commercial technology stack - CRM, BI, CPQ, incentive, and enablement platforms - as an integrated, well-supported toolset.
Ensure reliable global technology support for the sales organization, with clear ownership, service levels, and adoption metrics.
Drive system standardization and data consistency across regions and acquired entities.

Job Requirements
Qualifications
Required

10+ years in commercial excellence, sales operations, revenue operations, sales strategy, or related commercial leadership roles, including global or multi-region scope.
Proven track record designing and governing sales incentive and commission programs.
Strong commercial analytics capability, with advanced proficiency in BI tools (Power BI strongly preferred) and CRM platforms.
Demonstrated ability to lead cross-functional initiatives and influence senior stakeholders without direct authority.
Exceptional executive communication - able to produce executive- and CCO-ready materials and tell honest, data-backed narratives.
Experience operating in a global, matrixed B2B environment.

Preferred

Bachelor's degree in Business, Engineering, Analytics, or a related field; MBA preferred.
Background in industrial, instrumentation, sensors, HVAC, data center, or related technical B2B markets.
Experience deploying AI or automation in a commercial context.
Experience supporting both channel/distribution and direct sales models.
Experience with acquisition integration of commercial teams.

Key Competencies and Attributes

Dual-mode leadership: Strategic and operational - equally credible setting direction and driving execution.
Data fluency and judgment: Comfortable making and defending decisions with imperfect information.
Influence: Builds trust and alignment across regions and functions without relying on authority.
Candor: Surfaces hard truths early and frames them constructively.
Adaptability and global mindset: Thrives in a fast-moving, acquisitive, multi-cultural environment.

These attributes reflect DwyerOmega's culture of ingenuity, empowerment, accountability, adaptability, and speed.
Improving the world, one measurement at a time.