Director, Commercial Excellence

$214,700 - $275,000

Multiple factors, including Individual experience, skills and abilities will determine where an employee is ultimately placed in the pay range.

Salaried Full-Time

Memphis (Hybrid) or Remote (For remote positions, Global Cellulose Fibers will consider residents of the following states:
Alabama, Arizona, Georgia, Massachusetts, Mississippi, North Carolina, Ohio, Oklahoma, South Carolina, Tennessee, Texas, Vermont, Virginia and Washington.)

The Director, Commercial Excellence will lead the commercial capabilities, governance, insights, and processes that improve profitable growth and strengthen decision-making across Global Cellulose Fibers. The role will serve as the enterprise commercial leader for pricing strategy and execution, Contract Council governance, and business intelligence. This leader will partner across Sales, Finance, Legal, Supply Chain, Operations, and other functions to translate market and customer insights into disciplined commercial actions.

• Lead the commercial pricing function, including pricing strategy, governance, processes, tools, and execution. This role owns the commercial business decision framework for pricing while partnering closely with Finance on financial analysis, controls, and performance reporting.
• Establish pricing principles and approval authorities that support value capture, consistency, speed, and accountability across regions, customers, and product lines.
• Lead the Contract Council and maintain disciplined governance for significant, non-standard, or higher-risk commercial agreements. Ensure decisions are made with the appropriate commercial, legal, financial, operational, and risk perspectives.
• Drive clear contract review and escalation processes, including decision criteria, documentation standards, approval paths, and follow-through on commitments.
• Own the commercial product line management process, including portfolio strategy, value propositions, market positioning, product priorities, and recommendations regarding product mix and resource allocation.
• Partner with Sales leaders to translate product line strategies into customer, channel, and regional commercial plans.
• Lead business intelligence and commercial analytics capabilities that provide timely, actionable insights on price realization, profitability, mix, customer performance, market trends, and commercial opportunities.
• Create and standardize commercial processes, policies, operating rhythms, and performance measures that improve consistency and effectiveness across the commercial organization.
• Identify commercial capability gaps and lead continuous improvement efforts, including adoption of tools, processes, training, and change management.
• Provide leadership, direction, and development for the commercial excellence team, including the Manager, Business Intelligence and Pricing Strategy.
• Influence across functions and geographies to align stakeholders, resolve complex commercial issues, and advance enterprise priorities.

• Commercial pricing strategy, governance, segmentation, price-setting processes, approval authorities, execution discipline, and price realization.

• Cross-functional review and governance of significant or non-standard commercial agreements, including escalation, decision documentation, and compliance with approved terms.

• Commercial performance analytics, dashboards, market and customer insights, data quality, and decision support.

• Team direction, talent development, prioritization, accountability, and effective deployment of commercial excellence resources.

• Bachelor's degree in business, marketing, economics, finance, engineering, or a related field; advanced degree preferred.
• 10 or more years of progressively responsible commercial, pricing, product management, sales operations, business intelligence, or related experience, including leadership of managers or professional teams.
• Demonstrated experience developing and executing pricing strategies in a complex B2B environment.
• Strong understanding of commercial contracts, negotiation, risk evaluation, and cross-functional contract governance.
• Experience leading product line or portfolio management, including market positioning, value propositions, mix, profitability, and lifecycle decisions.
• Ability to translate…