Director, Commercial Excellence — Remote Margin Engine

Novolex; Charlotte (NC); Remote; USD 160,000 - 210,000; Full time

Benefits offered by this job

Medical, dental and vision insurance

Tuition reimbursement program

Job summary

Novolex is seeking a senior Director of Commercial Excellence to build the commercial operating system, from pricing governance to deal architecture. This is a high-ownership role requiring strategic thinking, analytical depth, and the ability to influence Sales, Finance, Operations, and senior leadership.

You will design scalable processes to improve EBITDA, margin quality, and customer profitability, establish decision rights, and drive value-capture programs while guiding a cross-functional

Qualifications

• 12–15+ years of progressive experience in commercial excellence, pricing, revenue management, or related B2B roles.
• 5+ years leading commercial transformation, pricing governance, margin improvement, and related.
• Experience influencing senior stakeholders without relying on formal authority.
• Must demonstrate practical experience using AI as a business-building tool.

Responsibilities

• Design and implement IIB’s Commercial Excellence operating model, including decision rights, escalation paths, pricing governance, commercial policy, and standardized ways of working.
• Create scalable frameworks for pricing guidance, RFQ intake, bid/no-bid gates, costing assumptions, margin review, deal approval, and post-implementation validation.
• Build commercial management cadence: opportunity pipeline, executive price/margin reviews, leakage reviews, realization tracking, and action-owner accountability.
• Lead a team and help develop a high-caliber ComEx team with expectations for ownership, accountability, critical thinking, recommendation quality, continuous improvement, and business partnership.
• Ensure routine work is standardized where possible, accurate, timely, and increasingly automated or simplified so team capacity shifts toward higher-value work.
• Drive adoption of new processes through communication, training, and stakeholder engagement.
• Lead development of pricing strategies by product and customer segments, volume, complexity, cost-to-serve, capacity fit, competitive context, and strategic importance.
• Support major customer negotiations by building the economic fact base, negotiation guardrails, give/get logic, value proposition, escalation positions, and recommended commercial terms.
• Develop deal recommendations that go beyond price: volume commitments, rebate structures, freight treatment, payment terms, service expectations, operational constraints, and contract protections.
• Establish major RFQ review standards, including customer fit, profitability profile, operational feasibility, capacity impact, risk, strategic intent, and executive approval requirements.
• Ensure pricing recommendations include clear economics, alternatives, and scenarios.
• Create mechanisms to compare quote economics to actuals and close feedback loops into future pricing and costing.
• Oversee recurring pricing reviews, deal reviews, RFQ support, price realization tracking, quote governance, customer/product profitability reporting, and commercial KPI routines.
• Build a systematic approach to identify and size profit leakages across pricing, costing, freight, customer mix, SKU complexity, rebates, and commercial execution.
• Identify, prioritize and execute margin-improvement initiatives based on EBITDA/CM impact, execution feasibility, risk, and change-management requirements.
• Track expected vs. realized impact and ensure value capture is validated with Finance and operational stakeholders.
• Translate customer/product profitability insights into actions, not just reports.

Job description

Novolex is seeking a senior Director of Commercial Excellence to build the commercial operating system, from pricing governance to deal architecture. This is a high-ownership role requiring strategic thinking, analytical depth, and the ability to influence Sales, Finance, Operations, and senior leadership.

You will design scalable processes to improve EBITDA, margin quality, and customer profitability, establish decision rights, and drive value-capture programs while guiding a cross-functional