Commercial Director

IDEX; Longwood (FL); On-site; USD 150,000 - 190,000; Full time

Job summary

Toptech Systems in Longwood, FL seeks a Commercial Director to lead the commercial strategy across direct and indirect channels, aligning with corporate objectives.

You will drive sales growth, develop strategic customer and partner relationships, and expand into new markets while supervising cross-functional teams worldwide.

Applicants should have deep experience in selling technical software and hardware solutions, with global channel development and Fortune 100 account leadership preferred.

Qualifications

• Bachelor’s degree. Advanced degree preferred.
• 10+ years of progressive sales, business development, or commercial leadership experience, including experience leading remote teams.
• Ability to travel domestically and internationally up to 30% of the time based on business needs.
• Experience selling highly technical software and electronic solutions a plus.
• Global experience a plus.

Responsibilities

• Provide leadership to the organization on strategic, cross‑functional initiatives.
• Develop sales plans and growth strategies, including channel and territory, to achieve revenue plan.
• Lead commercial initiatives to expand global channels and market reach.
• Monitor market conditions and report findings to influence Product Roadmap.
• Set and track regional targets and budgets for sales teams.

Skills

Strategic thinking

Leadership

Change leadership

Data-driven

Communication

Education

Bachelor’s degree

Advanced degree

Tools

CRM Microsoft Dynamics

ERP systems

Job description

Position Summary

Commercial Director is a key member of Toptech Systems’ Leadership Team and will be based in Longwood, FL. The Commercial Director is responsible for developing and executing commercial strategy for all products and services across direct and indirect sales channels. This role leads sales growth initiatives, develops strategic customer and partner relationships, and drives market expansion while ensuring alignment with organizational objectives.

Primary Responsibilities

• Provide leadership to the organization and support to the senior staff on strategic, cross‑functional, and change initiatives.
• Participate in long term business plan development (STRAT), AOP (Annual Operating Planning), forecasting, Goal Deployment, MBR (Monthly Business Review), talent development (OTC), and strategic planning as requested.
• Collaborate with the VP / General Manager to foster a culture built on Transformational Leadership with focused attention on Change Management best practices.
• Develop sales plans and growth strategies, including channel and territory, to achieve revenue plan for the business.
• Set long and short‑range goals, quotas and budgets for all Account Sales Managers, Business Development Manager and Marketing Manager.
• Guide Sales team to develop customer playbooks and communication strategy.
• Work closely with Account Sales Managers to ensure effective allocation of commercial resources and travel expenditures in support of customer engagement and revenue growth.
• Facilitate training for Account Sales Managers as needed to increase sales and service levels.
• Work with Business Unit leadership and marketing to develop policies regarding contractual agreements, technical support, and training.
• Monitor and evaluate product sales, competitor activity, and overall market conditions and report findings to Business Unit leader and Product Management to influence Product Roadmap priorities.
• Provide annual and rolling 12‑month forecasts by units and dollars, by region, and by distribution partner and direct customers with input from all Account Sales Managers.
• Conduct quarterly forecasts as needed by product or market segment.
• Participate and/or lead Kaizen / Rapid Improvement events that are focused on proposal to cash processes to optimize operations by eliminating waste.
• Develop weekly management processes focused on indicating the level of traction and progress made toward monthly, quarterly and 6‑month rolling goals.
• Lead commercial “war room” process focused on increasing share of new products and within new markets.
• Ensure accurate and up to date information is included in the CRM (Microsoft Dynamics).
• Partner closely with Professional Services teams across Toptech Systems to align commercial and customer success objectives.
• Cultivate an inclusive, high‑performance culture through coaching, talent development, succession planning, and accountability.
• Lead and develop sales and service teams while implementing customer‑facing metrics and performance goals that support revenue growth and improve customer satisfaction.
• Participate in industry functions that create higher market awareness of Toptech Systems and products.
• Create sales strategies for entering new markets and expanding our current markets.
• Work closely with Marketing to identify market opportunities that feed the innovation process and push and pull programs to drive demand.
• Extend a large amount of focus on developing global channels to increase share and grow our ecosystem of solutions (Deployed Terminal Automation Software – TMS, Hosted Software – Load2Day, Hardware – Multiload) into various horizontal markets.
• Work closely with the channel partner managers and marketing personnel to develop relationships and programs that enhance our value and explore new ways to enter developing markets while maximizing current markets.
• Set and monitor pricing policies that maximize stakeholder returns while increasing market share in conjunction with Product Management.
• Work closely with finance and operations to ensure sales, OTD, quality and accounts receivable targets are met.
• Conduct ongoing performance management, coaching, feedback, and annual Organizational Talent Cycle (OTC).
• Follow company policies, procedures, and instructions.
• Other items as requested by VP/General Manager.

Accountability Measures

Develop and execute the commercial strategy to achieve revenue growth, profitability, market share expansion, and customer retention objectives.

Identify emerging market opportunities and translate customer insights into strategic business recommendations.

Meet or exceed targets for sales, while upholding the highest ethical standards and abiding by the IDEX Standards of Conduct and Business Ethics Policy.

Ensure customer information in CRM and ERP systems is accurate, current, and supports effective customer management, forecasting, and reporting.

Timely accomplishment of above listed responsibilities while maintaining budget constraints.

Qualifications

• Bachelor’s degree. Advanced degree preferred.
• 10+ years of progressive sales, business development, or commercial leadership experience, including experience leading remote teams.
• Ability to travel domestically and internationally up to 30% of the time based on business needs.
• Experience setting up new channels to market a strong plus.
• Demonstrated experience developing commercial strategies, managing sales pipelines, forecasting revenue, and leading channel partner relationships.
• Experience managing large global Fortune 100 accounts.
• Experience selling highly technical software and electronic solutions a plus.
• Global experience a plus.

Key Competencies

• Ability to travel as required
• Strategic thinking
• Commercial acumen
• Change leadership
• Data driven decision making
• Excellent interpersonal & communication skills
• Problem solver with excellent technical ability
• Self‑motivated & action oriented
• Cross‑Functional collaboration
• Talent development
• Customer focused
• Negotiating skills & influence
• Drive for results

Additional Information

Applicants must be authorized to work for any employer in the U.S. Toptech Systems will not sponsor an employment visa for this role.

Equal Opportunity Employment

IDEX is an Equal Opportunity Employer. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status or any other consideration or protected category made unlawful by federal, state or local laws.

Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at [e-mail] for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.