Regional Commercial Manager, LS&S

This is a fully remote position, open to applicants in Spain.

📋 Description

• Achieve regional revenue, margin, volume, and profitability objectives throughout Western Europe.

• Take ownership of commercial performance indicators, pricing strategies, margin enhancement, past dues, DSO, DSI, travel budgets, and working capital impact.

• Manage revenue forecasting and planning for both current and upcoming years.

• Develop and oversee the Salesforce.com pipeline while driving demand generation, capturing white space, expanding share-of-wallet, and converting opportunities.

• Guide product and service combinations, pricing strategies, channel effectiveness, and margin initiatives.

• Conduct regional pipeline meetings, KAM pipeline assessments, demand-generation routines, and maintain a regular commercial operating rhythm.

• Transform regional marketing strategies into actionable commercial priorities, account plans, customer actions, and measurable results.

• Direct channel strategy and manage distributor performance.

• Mobilize TS&D, marketing, customer service, demand planning, and product management to expedite opportunity conversion.

• Collaborate with Demand Planning on customer forecasts, pipeline signals, order-book development, supply availability, and revenue timing.

• Partner with the Regional Marketing Manager on product assortment, pricing strategies, margin enhancement, and innovation launches.

• Utilize seminars, trade shows, industry engagement, and targeted campaigns to stimulate demand and build the pipeline.

• Establish new business opportunities through white space, new customer acquisition, new applications, replacement prospects, competitive displacement, and high-value growth sectors.

• Shape early-stage commercialization, value propositions, technical validation, pursuit strategies, and transitions to KAMs or project teams.

• Foster senior-level relationships with end users, OEMs, EPCs, consultants, distributors, and influencers within the value chain.

• Lead the sales team, establish KAM expectations, mentor KAMs, develop talent, and manage succession planning and performance feedback.

• Oversee the group budget and approve KAM travel expenditures.

• Propel sales excellence using Salesforce.com, pricing tools, dashboards, and productivity applications.

• Create cross-functional alignment and prepare regional commercial perspectives for leadership and business reviews.

• Execute duties safely and in adherence to company policies.

• Take part in regional sales meetings, commercial evaluations, pipeline discussions, demand assessments, and performance management routines.

• Complete goal-setting, employee development planning, performance reviews, and people-management activities.

⛳️ Requirements

• A bachelor's degree is mandatory.

• An MBA or advanced technical degree is preferred.

• Proven skills in negotiation, prioritization, persuasion, influence, interpersonal effectiveness, change leadership, and crisis management.

• Strong CRM discipline and financial expertise.

• Experience in leading commercial teams within complex, project-based, or technical markets.

• Demonstrated commercial leadership and a track record of achieving results through teams.

• Excellent accountability for revenue, margin, pipeline, forecast quality, pricing discipline, and working capital results.

• Capability to generate, qualify, shape, and convert new business through customer insights, value selling, disciplined pipeline management, and collaborative execution.

• In-depth understanding of customer economics, market dynamics, competitive movements, channels, buying processes, and value-chain influencers.

• Familiarity with DWS strategy, values, culture, products, services, and capabilities.

• Financial and operational expertise, including pricing, margin management, demand planning, forecasting, CRM discipline, and business performance tools.

• Skill in assessing revenue timing and differentiating between demand and executable revenue.

• Effective communication with customers, industry stakeholders, functional partners, and business leaders.

• Strong interpersonal and influencing abilities.

• Willingness to travel within EMEA, typically up to 35% of the time.

🏝️ Benefits

• DuPont provides a comprehensive pay and benefits package.

• Equal opportunity employer.

• Reasonable accommodations are available for applicants with disabilities.