Senior Director, Commercial & Key Accounts

Senior Director, Commercial Growth & Key Accounts

FLSA Status:
Exempt - Salaried

Group:
Regular – Full Time

Department:
Sales & Marketing

Location:

Houston, TX

Cooper Machinery Services provides natural gas compression equipment and services to customers globally in the Oil & Gas, Power, Transportation, and Marine sectors. With a proud heritage dating back to 1833, Cooper Machinery Services is the OEM for legendary product lines including Cooper-Bessemer™, Ajax™, Superior™, Gemini, TSI, CSI, Enterprise, and Joy. Headquartered in Houston, TX, but with commercial and services hubs around the world, Cooper Machinery Services provides world‑class services to more than 22,000 units in its installed base.

Our strength is our people. Each employee plays an integral role in our success and growth. With a commitment to our vision that strong relationships drive strong results and better business, our people make Cooper Machinery Services legendary.

The Senior Director, Commercial Growth & Key Accounts is responsible for driving sustainable revenue growth through growth initiative development, market expansion, and strategic customer relationships. This role leads high‑impact commercial initiatives while also directly managing the Key Account Management function, ensuring strong customer retention, growth, and alignment with company strategy.

This leader will balance external growth focus with internal commercial leadership, bringing a customer‑centric, results‑oriented approach to expanding market presence and deepening relationships with the company’s most critical accounts.

• Identify and develop new business opportunities, including new customers, markets, and channels for certain of the company’s key organic growth initiatives
• Lead market entry and expansion initiatives, including go‑to‑market strategies and commercial assessments
• Translate market insights into executable growth plans aligned with company objectives
• Develop and close major, multi‑year, complex projects, including emissions and performance upgrades

• Lead and manage all Key Account Managers, setting clear expectations, priorities, and performance standards
• Ensure consistent, high‑quality engagement with strategic customers across regions
• Drive account growth plans, retention strategies, and customer satisfaction initiatives
• Coach, develop, and evaluate Key Account Managers to strengthen commercial capability and succession
• Lead negotiations on company‑to‑company commercial agreements

• Maintain senior‑level relationships with critical customers, partners, and industry stakeholders
• Lead complex negotiations and strategic commercial discussions
• Act as a senior commercial escalation point for key accounts

• Collaborate closely with Sales & Marketing, Operations, Engineering, Finance, HR, and Legal to execute growth strategies
• Align key account strategies with operational capabilities and product/service delivery
• Support pricing strategy, commercial optimization, and contract structuring as needed

• Track and report on business development pipeline, key account performance, and revenue growth
• Partner with Strategic Marketing team to use data and customer insights to prioritize opportunities and guide strategy
• Provide regular updates to senior leadership on progress, risks, and opportunities

• Build a strong, commercially disciplined team culture
• Mentor and develop team members across both business development and key account functions
• Contribute to broader strategic planning and leadership discussions

• Bachelor’s degree required; MBA or advanced degree preferred
• 10+ years of experience in business development, commercial strategy, key account management, or sales leadership
• Proven success driving revenue growth and managing strategic customer relationships
• Demonstrated experience leading and developing commercial teams
• Strong financial acumen and ability to assess ROI and growth investments
• Experience operating in complex,…