Director of Commercial Sales

Compensation: $125,000 - $150,000 Base + Bonus/Incentives

Our client is seeking an experienced Commercial Sales Director to lead the company’s commercial and sales strategy across cement and affiliated building material product lines. This is a critical senior leadership role responsible for planning, developing, and executing commercial initiatives that drive revenue growth, expand market share, and improve overall profitability.

The Commercial Sales Director will oversee all aspects of the sales lifecycle, including go-to-market strategy, pricing, forecasting, customer acquisition, key account management, and channel development. Working closely with the executive team and functional leaders, this individual will ensure commercial objectives are fully aligned with operational capabilities, financial targets, and long-term business goals.

Given the company’s commodity-based, import and distribution-focused operating model, this role requires deep industry expertise, disciplined pricing leadership, and the ability to manage both direct and indirect sales channels across multiple geographies.

• Develop and implement comprehensive commercial and sales strategies aligned with company growth, margin, and market expansion objectives.
• Lead all sales functions across bulk, bagged, terminal, and distribution channels, ensuring consistent execution and accountability.
• Build, lead, and develop the sales organization, including Sales Directors, Sales Managers, and channel leadership.
• Drive revenue growth and market share expansion through pricing discipline, margin optimization, and effective channel management.
• Oversee sales forecasting, pipeline management, and KPI reporting, identifying gaps and implementing corrective actions where performance lags.
• Serve as the primary senior commercial contact for major accounts, strengthening client relationships and identifying up-selling and cross-selling opportunities.
• Lead contract negotiations, bids, RFPs, and specification efforts with distributors, contractors, builders, and end users.
• Conduct ongoing market, customer, and competitive analysis to monitor commodity pricing, demand trends, and competitor activity.
• Partner cross-functionally with operations, supply chain, logistics, marketing, and finance to align demand planning, inventory, and commercial priorities.
• Develop and manage the commercial sales budget, including revenue forecasts, expense planning, and adherence to financial targets.
• Identify and pursue new business opportunities, including geographic expansion, new verticals, and untapped customer segments.
• Represent the company externally at industry events, customer meetings, and trade forums to expand market presence and strengthen brand positioning.

• 15+ years of progressive commercial and sales leadership experience within building materials, cement, aggregates, or related industrial or commodity-driven sectors.
• Demonstrated success leading complex, multi-channel sales organizations across both
  direct and distributor-led models.
• Deep expertise in
  pricing strategy, margin management, contract negotiation, and commercial performance analytics.
• Experience managing multi-region or multi-business-unit commercial operations.
• Proven ability to scale revenue, professionalize sales processes, and deliver sustained growth in competitive markets.
• Strong executive presence with the ability to influence at the CEO and board level while remaining hands-on with the business.
• Willingness to travel as required to support customers, field teams, and business development initiatives.

• Commercially driven leader with a strong focus on revenue, margin, and customer value.
• Strategic thinker who balances long-term planning with near-term execution.
• Relationship builder who establishes credibility with customers, distributors, and internal stakeholders.
• Highly analytical and data-driven, with a disciplined approach to forecasting and performance management.
• Accountable, resilient, and adaptable in dynamic market environments.
• Proven mentor and developer of high-performing commercial teams.
• Ethical and pragmatic negotiator focused on sustainable, long-term partnerships.