Senior Director, Commercial Finance

POSITION OVERVIEW

The Senior Director, Commercial Finance is a senior finance leadership role at the intersection of commercial strategy, pricing, and business performance. Working in close partnership with senior leaders across Sales, Marketing, Customer Operations, R&D, and Finance, this individual will provide financial leadership and analytical rigor across H&V's commercial organization - including pricing governance, top-line planning, revenue reporting, and strategic investment analysis.

Reporting to the CFO, this role carries significant influence over how H&V manages its revenue growth, margin profile, and commercial decision-making at an enterprise level.

KEY RESPONSIBILITIES

Commercial Finance Partnership

• Serve as the senior finance partner to the Commercial organization, providing financial leadership, guidance, and insight on opportunity pipeline conversion and monthly/quarterly results reporting.
• Collaborate closely with H&V's Commercial teams - including sales account management and product management - to deliver insightful perspectives on business performance and market dynamics.
• Prepare analysis, commentary, and presentation materials for monthly and quarterly financial review meetings, including those with the Board of Directors.
• Lead special projects and analyses that offer strategic, financial, and analytical insights for commercial decision-making, championing continuous improvement across the function.

Pricing Strategy & Governance

• Spearhead efforts to enhance H&V's capability to provide revenue guidance, including aligning product margins, developing pricing increase strategies, and evaluating pricing tools and platforms.
• Champion the Revenue Council, responsible for developing, maintaining, and governing global pricing guidelines across the organization.
• Oversee all pricing, rebate schemes, discount requests, and consignment inventory programs to thoughtfully manage the enterprise's top and bottom line.
• Drive Formula-Based Pricing strategies and contract negotiation frameworks in collaboration with commercial and supply chain stakeholders.

Planning, Forecasting & Reporting

• Lead development of the annual revenue plan and sales incentive plan, including revenue projections, monthly and customer-level reporting, and comprehensive commercial KPI reports.
• Support the long-range planning process with customer and competitor trend analysis, market expansion analytics, and new product development financial modeling.
• Collaborate with a multidisciplinary team on the Sales, Inventory, and Operations Planning (SIOP) process to ensure alignment of sales and demand plans with supply chain operations.
• Analyze actual versus budget and standard variances, providing detailed executive-level explanations of business performance drivers.

Sales Incentive & New Product Development

• Manage the Sales Incentive Plan (SIP) in coordination with HR, including program design, quarterly payments, special incentive programs, and SIP Committee governance.
• Co-lead the new product development stage-gate process, bringing financial rigor and investment governance to R&D decisions and developing KPI frameworks to measure post-launch performance.
• Deliver strategic investment ROI analytics for new business expansion opportunities and product development initiatives.

Team Leadership & Development

• Oversee a team of pricing and commercial finance analysts, fostering a high-performance culture defined by analytical excellence, collaboration, and commercial impact.
• Lead cross-functional initiatives beyond budgeting and planning, driving operational efficiencies while supporting business scale.
• Demonstrate flexibility and a willingness to take on new responsibilities and ad hoc assignments as business needs evolve.

QUALIFICATIONS

Education

• Bachelor's degree in Accounting or Finance required.

Experience

• 12+ years of progressive corporate finance experience, with significant exposure to commercial finance, pricing, and revenue management in a complex, multi-divisional environment.
• Experience with commercial product pricing, market analysis, contract negotiation, and the commercialization process is highly preferred.
• Background in customer/contract negotiations is a strong differentiator.
• Experience with a global sales and manufacturing footprint is desirable.
• Proven track record leading and motivating cross-functional teams and delivering results against project timelines in dynamic environments.

Skills & Competencies

• Strong strategic thinking and problem-solving skills, including the ability to build frameworks for complex commercial decisions.
• Advanced financial modeling capabilities, including product forecasts, P&L analysis, and NPV models.
• Exceptional executive communication skills - able to present complex analysis clearly and persuasively to senior leadership and the Board.
• High proficiency in Microsoft Excel; experience with Oracle, Salesforce or other CRM platforms, and Power BI is advantageous.
• Collaborative, roll-up-your-sleeves leadership style with…