Chief Commercial Officer

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Description

Job Overview:

The Chief Commercial Officer (CCO) is responsible for leading Pencco's overall commercial strategy and performance. This position provides executive leadership across sales, business development, strategic materials, product strategy, customer service, marketing, and other customer-facing commercial functions. The CCO is accountable for driving profitable revenue growth, improving commercial execution, developing new markets and products, strengthening customer and supplier relationships, and ensuring that Pencco's commercial activities are aligned with the company's overall strategic and financial objectives. The CCO will lead the commercial organization through a team of functional leaders, including the Sales Manager, and will work closely with the Executive Vice President, CEO, Operations, Finance, and other company leadership.

Duties/Responsibilities:

• Develop and execute Pencco's overall commercial strategy in alignment with company objectives.
• Own commercial performance, including revenue growth, gross margin, pricing strategy, customer retention, market development, and commercial accountability.
• Provide leadership and direction to the company's commercial functions, including Sales, Business Development, Strategic Materials, Product Management and Product Development, Advanced Water Treatment, Inside Sales and Bids, Customer Service, and Marketing.
• Lead and develop the Sales Manager, establishing clear expectations and accountability for the performance of the Regional Sales Managers and overall sales organization.
• Establish commercial objectives, KPIs, reporting, and accountability measures across the organization.
• Develop and maintain pricing and margin-management strategies that balance growth, customer relationships, supply conditions, and profitability.
• Evaluate customer, product, market, and regional profitability and use this information to guide commercial priorities and resource allocation.
• Identify and develop new business opportunities, markets, products, applications, and strategic relationships.
• Provide executive oversight of major customer relationships, negotiations, contracts, bids, and other significant commercial opportunities.
• Coordinate business development and product strategy to ensure new opportunities are effectively transitioned into sustainable commercial business.
• Work with Strategic Materials to align supplier strategy, product availability, sourcing economics, and commercial opportunities.
• Ensure effective coordination between Sales, Inside Sales/Bids, and Customer Service to provide a consistent customer experience and strong execution.
• Oversee commercial market intelligence, including competitive activity, industry trends, customer demand, pricing dynamics, and emerging opportunities.
• Provide leadership to Marketing to ensure the company's messaging and market activities support Pencco's commercial strategy.
• Partner closely with Finance to establish budgets, forecasts, pricing objectives, profitability targets, and commercial performance reporting.
• Partner closely with Operations and Logistics to align sales commitments, inventory, production capabilities, transportation requirements, and customer expectations.
• Establish clear commercial processes and decision rights for pricing, customer commitments, new business opportunities, and strategic initiatives.
• Develop the commercial leadership team and establish appropriate succession plans, performance expectations, and organizational capabilities.
• Regularly report commercial performance, opportunities, risks, and strategic recommendations to the Executive Vice President, CEO, and executive leadership team.
• Other duties as assigned.

Requirements

Required Skills/Abilities:

• Strong commercial and strategic leadership capabilities with the ability to translate company objectives into executable commercial strategies.
• Demonstrated understanding of revenue, margin, pricing, customer profitability, and overall business economics.
• Proven ability to lead multiple commercial functions and develop strong functional leaders.
• Strong analytical and financial acumen with the ability to make data-driven commercial decisions.
• Demonstrated ability to develop and execute growth strategies across customers, products, and markets.
• Strong negotiation skills and experience managing significant customer, supplier, and strategic relationships.
• Ability to balance short-term commercial opportunities with long-term profitability and strategic objectives.
• Strong cross-functional leadership skills and ability to work effectively with Operations, Finance, Logistics, and executive leadership.
• Exceptional communication, leadership, negotiation, and interpersonal skills.
• Demonstrated ability to establish accountability and develop high-performing teams.

Education and Experience:

• Bachelor's degree in Business Administration, Finance, Marketing, Chemistry, Engineering, or a related field; advanced degree preferred with 20 years of directly related experience.
• Minimum of 15 years of senior leadership experience in sales, commercial management, business development, or related functions.
• Experience within chemicals, water treatment, industrial products, distribution, manufacturing, or a similar business-to-business environment strongly preferred.
• Demonstrated experience managing commercial strategy, pricing, profitability, customer relationships, and business growth.
• Proven experience building and leading high-performing commercial teams.