Commercial Director

Position Summary

Commercial Director is a key member of Toptech Systems’ Leadership Team and will be based in Longwood, FL. The Commercial Director is responsible for developing and executing commercial strategy for all products and services across direct and indirect sales channels. This role leads sales growth initiatives, develops strategic customer and partner relationships, and drives market expansion while ensuring alignment with organizational objectives.

• Provide leadership to the organization and support to the senior staff on strategic, cross‑functional, and change initiatives.
• Participate in long term business plan development (STRAT), AOP (Annual Operating Planning), forecasting, Goal Deployment, M  (Monthly Business Review), talent development (OTC), and strategic planning as requested.
• Collaborate with the VP / General Manager to foster a culture built on Transformational Leadership with focused attention on Change Management best practices.
• Develop sales plans and growth strategies, including channel and territory, to achieve revenue plan for the business.
• Set long and short‑range goals, quotas and budgets for all Account Sales Managers, Business Development Manager and Marketing Manager.
• Guide Sales team to develop customer playbooks and communication strategy.
• Work closely with Account Sales Managers to ensure effective allocation of commercial resources and travel expenditures in support of customer engagement and revenue growth.
• Facilitate training for Account Sales Managers as needed to increase sales and service levels.
• Work with Business Unit leadership and marketing to develop policies regarding contractual agreements, technical support, and training.
• Monitor and evaluate product sales, competitor activity, and overall market conditions and report findings to Business Unit leader and Product Management to influence Product Roadmap priorities.
• Provide annual and rolling 12‑month forecasts by units and dollars, by region, and by distribution partner and direct customers with input from all Account Sales Managers.
• Conduct quarterly forecasts as needed by product or market segment.
• Participate and/or lead Kaizen / Rapid Improvement events that are focused on proposal to cash processes to optimize operations by eliminating waste.
• Develop weekly management processes focused on indicating the level of traction and progress made toward monthly, quarterly and 6‑month rolling goals.
• Lead commercial “war room” process focused on increasing share of new products and within new markets.
• Ensure accurate and up to date information is included in the CRM (Microsoft Dynamics).
• Partner closely with Professional Services teams across Toptech Systems to align commercial and customer success objectives.
• Cultivate an inclusive, high‑performance culture through coaching, talent development, succession planning, and accountability.
• Lead and develop sales and service teams while implementing customer‑facing metrics and performance goals that support revenue growth and improve customer satisfaction.
• Participate in industry functions that create higher market awareness of Toptech Systems and products.
• Create sales strategies for entering new markets and expanding our current markets.
• Work closely with Marketing to identify market opportunities that feed the innovation process and push and pull programs to drive demand.
• Extend a large amount of focus on developing global channels to increase share and grow our ecosystem of solutions (Deployed Terminal Automation Software – TMS, Hosted Software – Load2
  
  Day, Hardware – Multiload) into various horizontal markets.
• Work closely with the channel partner managers and marketing personnel to develop relationships and programs that enhance our value and explore new ways to enter developing markets while maximizing current markets.
• Set and monitor pricing policies that maximize stakeholder returns while increasing market share in conjunction with Product Management.
• Work closely with finance and operations to ensure sales, OTD, quality and accounts receivable targets are met.
• Conduct ongoing performance management, coaching, feedback, and annual Organizational…