Director, Revenue Operations

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Owner of the I+S Commercial Operating System

Business:
Ingredients + Specialties (I+S)

• Reports to:
  
  SVP – Innovation, Growth & Strategy
• Location:
  
  The Woodlands, TX / Hybrid
• Experience:
  
  10+ years

The Director, Revenue Operations owns the commercial operating system for the Ingredients + Specialties business - the process, technology, data, planning, and operating rhythm the entire go-to-market organization runs on. This is the "run the engine" seat: it does not sell, set price, build AI models, or author growth strategy. It makes the commercial machine faster, cleaner, and more predictable, and its distinctive contribution is owning the seams - the handoffs, definitions, and shared rails - where value is lost between functions.

• Commercial Operating System > GTM Process Architecture
• Own the end-to-end commercial process - lead-to-cash / opportunity-to-order - with standards, playbooks, and stage definitions across the customer journey.
• Design and enforce clean handoffs across Marketing, Field and Virtual Sales, Customer Service, and Technical, so no opportunity or customer falls between teams.
• Standardize globally, flex regionally across NA, EMEA, and LATAM.
• CRM & Commercial Technology Ownership
• Own the commercial tech stack as business owner
  - Salesforce (SFDC/SFMC/SRM), Service Cloud, and connected systems - with IT delivering.
• Run the Commercial Operations Governance Council - the monthly intake that challenges, sequences, and prioritizes every enhancement request.
• Drive adoption and simplification - measured by usage and reduced administrative burden.
• Commercial Analytics, Reporting & KPIs
• Own the single source of truth - dashboards, scorecards, the Sales Excellence (SFE) metric set, and the business definitions behind every number.
• Run the monthly reporting rhythm (performance and CX/NPS, repeatable by the 10th) and put clear signals in front of functional leaders to act on.
• Keep reporting descriptive and diagnostic; predictive and prescriptive analytics are commissioned from Data & AI and embedded here.
• Pipeline Operations
• Own the pipeline process - cadence, hygiene, and forecast data integrity - while Sales owns the commit and the number.
• Instrument pipeline health - coverage, velocity, conversion, slippage - and surface risk early.
• Sales Planning
  - Coverage & Quota
• Own the segmentation-to-coverage design and territory/quota governance, so segmentation drives coverage. BU leaders own the final deployment decision; this role owns the design, the rules, and the discipline.
• Run the quota-setting process and keep it linked to plan and the four I+S growth objectives.
• Sales Enablement Operations
• Own the enablement operating infrastructure - content operations, competency frameworks, certification, and onboarding-to-tools.
• Partner with Commercial Development (under Sales, owning coaching and delivery) so content, data, and measurement stay one loop.
• Commercial Program Management & Operating Rhythm
• Orchestrate the operating rhythm - MOR / MPR / Q  agendas, data packs, decisions, and action tracking.
• Operationalize the recurring programs
  - Winback, Retention, Spot-account, and Supplier Onboarding.
• Provide commercial PMO discipline for operational initiatives.
• Commercial Data Governance & Hygiene
• Own customer and CRM data quality - account, customer, and opportunity master-data stewardship.
• Own the KPI business definitions;
  Data & AI owns the technical semantic layer that implements them.

The eight areas above are the parts of the system; this role’s distinctive…