Director, Commercial Standards & Practices

County Materials Family of Companies; Maxwell (IN); On-site; USD 150,000 - 210,000; Full time

Job summary

County Materials in Maxwell, IN seeks a Director of Standards & Practices - Commercial to lead cross-business commercial processes, performance measurement, and best practice adoption across Pipe & Underground. The role partners with General Managers to align customer, market, pricing, and pursuit strategies with operational capabilities.

The ideal candidate has 7+ years in sales/commercial leadership within concrete products or related industries, and strong negotiation, analytics, and CRM

Qualifications

• Bachelor’s degree in Business, Marketing, Construction Management, Engineering, or a related field preferred.
• 7+ 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 preferred.
• Demonstrated experience leading and developing sales or commercial teams and executing sales, pricing, market-development, and business-growth strategies required.
• Concrete pipe, precast concrete, underground utility, heavy construction materials, or related infrastructure experience strongly preferred.
• 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 levels of the organization.
• Proficiency with CRM platforms, Microsoft Office applications, and other relevant business systems preferred.
• Valid driver’s license and ability to travel as required.

Responsibilities

• Own and lead the cross-business commercial process and performance framework in alignment with business objectives, including the measures, operating rhythms, tools, and practices used across the Pipe & Underground business.
• Lead the 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 commercial practices across customer management, market development, pricing, pursuit, pipeline, forecasting, and related practices.
• Direct communication, implementation, and sustained adoption of approved commercial practices and proven 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 that improve the timeliness and accuracy of sales, demand, volume, project, and market forecasts used by business leaders.
• Develop and govern pricing practices, measures, benchmarks, and recommendations that consider market conditions, customer value, competitive positioning, demand, capacity, cost structure, and established 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 across the business.
• 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 the 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.

Skills

Leadership

Analytical thinking

Negotiation

Communication

Financial acumen

CRM proficiency

Travel willingness

Education

Bachelor’s degree in Business, Marketing, Construction Management, Engineering, or related field

Tools

CRM platforms

Microsoft Office

Job description

County Materials in Maxwell, IN seeks a Director of Standards & Practices - Commercial to lead cross-business commercial processes, performance measurement, and best practice adoption across Pipe & Underground. The role partners with General Managers to align customer, market, pricing, and pursuit strategies with operational capabilities.

The ideal candidate has 7+ years in sales/commercial leadership within concrete products or related industries, and strong negotiation, analytics, and CRM