Regional Commercial Manager – Water

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

📋 Description

• Achieve the regional revenue, margin, and volume objectives across various technologies, priority segments, and strategic accounts.

• Manage commercial performance indicators, including pricing strategies, margin growth, overdue accounts, Days Sales Outstanding (DSO), Days Sales of Inventory (DSI), travel expense budgets, and working capital implications.

• Oversee revenue forecasting and strategic planning for both current and future years.

• Provide data-driven regional insights for operational and business review meetings.

• Develop and maintain a high-quality pipeline in Salesforce.com.

• Drive initiatives for demand generation, white-space capture, replacement mapping, wallet share expansion, and new revenue acquisition.

• Guide product and service portfolio decisions, pricing strategies, channel effectiveness, and margin improvement actions.

• Conduct regional pipeline meetings, Key Account Management (KAM) pipeline assessments, demand-generation processes, and commercial operating rhythms.

• Transform regional marketing strategies into actionable commercial priorities and account plans.

• Manage customer segmentation strategies and strategic account plans within Salesforce.com.

• Direct channel strategy and performance oversight.

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

• Collaborate with Demand Planning to align forecasts, pipeline signals, order books, supply availability, and revenue timing.

• Work alongside the Regional Marketing Manager on product assortment, pricing, margin enhancement, and innovation launches.

• Utilize customer seminars, trade exhibitions, industry involvement, and targeted marketing campaigns for demand creation.

• Expand business through white space, acquiring new customers, exploring new applications, identifying replacement opportunities, competitive displacement, and targeting growth segments.

• Shape early-stage commercialization, value propositions, technical validation, pursuit strategies, and transitions.

• Ensure data quality and opportunity management in Salesforce.com.

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

• Lead the sales team to achieve growth and pipeline commitments.

• Set expectations for Key Account Management regarding account strategies, opportunity generation, pipeline quality, revenue timing, forecast accuracy, pricing standards, and Salesforce.com utilization.

• Mentor KAMs on deal strategy, prioritization, negotiation, closing plans, and professional development.

• Identify and nurture key talent, succession planning, development initiatives, and performance feedback.

• Manage the group budget and allocate resources towards priority customers and growth opportunities.

• Promote sales excellence through Salesforce.com, pricing tools, dashboards, and productivity applications.

• Foster cross-functional collaboration and resolve execution challenges.

• Participate in regional sales meetings, commercial assessments, pipeline discussions, demand reviews, and performance management routines.

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

• Execute assigned duties safely and in adherence to company policies.

⛳️ Requirements

• A Bachelor's degree is required.

• An MBA or advanced technical degree is preferred.

• Proven ability in negotiation, prioritization, persuasion, influence, interpersonal effectiveness, change management, and crisis resolution.

• Strong discipline in CRM and financial acumen.

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

• Demonstrated commercial leadership and ability to achieve results through team collaboration.

• Strong accountability for revenue, margin, pipeline integrity, forecast accuracy, pricing discipline, and working capital results.

• Capability to generate, qualify, shape, and convert new business through customer insights, value-based selling, pipeline management, and cross-functional collaboration.

• In-depth knowledge of customer economics, market trends, competitor strategies, channels, purchasing processes, and value-chain influencers.

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

• Financial and operational expertise including pricing, margin analysis, demand forecasting, CRM practices, and business performance tools.

• Strong judgment regarding revenue timing and forecast risks.

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

• Excellent interpersonal and influencing abilities.

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

🏝️ Benefits

• DuPont provides a comprehensive compensation and benefits package.

• We are an equal opportunity employer.

• Reasonable accommodations are available for applicants with disabilities.