Director of Commercial Sales

Position Summary

The Director of Commercial Sales is accountable for delivering sustained organic revenue growth, margin expansion, and national account performance across DCC Propane's U.S. business. This role owns and executes the company's national commercial strategy, leading a team of Commercial Sales Managers to drive enterprise, multi-site, and strategic account results. Success is measured by revenue growth, margin integrity, forecast reliability, and disciplined commercial execution.

The Director of Commercial Sales is responsible for building a scalable commercial sales engine that consistently drives revenue, margin, and customer retention while aligning with DCC's broader growth strategy. This position has direct accountability for commercial pipeline performance, forecast accuracy, pricing discipline, margin optimization, and strategic account development.

This is a highly visible leadership role with regular interaction with executive leadership as well as field leadership teams with material influence on DCC Propane's commercial strategy, acquisition integration, and long-term growth roadmap. Success in this role will be measured primarily by sustainable revenue growth, margin performance forecast reliability, and talent development outcomes.

Core Responsibilities

• Enterprise Commercial Leadership - Own DCC Propane's national commercial sales growth strategy and deliver sustained organic growth across all regions. Set commercial priorities, growth targets, and strategic initiatives aligned with corporate financial objectives. Serve as the senior commercial voice in executive planning, budgeting, and investment decisions. Accountable for translating corporate strategy into executable commercial plans with measurable financial results.

• Team Leadership & Talent Development - Lead and develop a national team of Commercial Sales Managers (6-10 direct reports). Build a performance culture centered on results, and employee accountability. Establish clear performance standards, KPIs, and succession plans for commercial organization. Recruit, coach and retain top commercial talent. Directly responsible for team management and performance, role clarity, and continuous elevation of leadership capability within the commercial team.

• Revenue & Margin Ownership - . Maintain full accountability for commercial sales performance including revenue growth, margin delivery, and pipeline health. Ensure pricing strategies balance competitiveness with profitability. Drive disciplined opportunity qualification and proposal governance for large and complex contracts.

• Strategic Account & Leadership - The Director of Commercial Sales owns the management and performance of all regional and national accounts through the Commercial Sales Manager team. This includes setting account strategy, approving pricing and contract structures, overseeing renewal and retention plans, and ensuring margin and growth objectives are achieved.

• Commercial Operating Model & Process Excellence - Design and enforce standardized commercial sales processes across the organization, including CRM discipline, pipeline management, forecasting, pricing governance, and contract lifecycle management. Continuously improve sales methodology to drive scale, predictability, and efficiency. Develop experts amongst the group in key customer segments and leverage these individuals to assist throughout the company footprint. This area should include, but not be limited to, Power-Generation and Auto-Gas.

• Cross-Functional Leadership - Partner closely with Operations, Supply, Finance, Credit, Marketing, Safety and M&A teams to ensure commercial commitments are operationally executable and financially sound. Lead cross-functional initiatives to support large commercial wins and integration of acquired businesses.

• Market Intelligence & Growth Strategy - Lead DCC Propane's commercial market analysis, competitive positioning, and sector strategy. Identify and develop new verticals, industries, and geographic growth opportunities. Provide executive leadership with actionable insights on market trends, competitor behavior, and pricing dynamics.

• Data, Forecasting & Executive Reporting - Deliver accurate, credible commercial forecasts and performance reporting to executive leadership. Use data and analytics to proactively identify risk, opportunity, and performance gaps. Translate complex commercial data into clear executive insights and actions.

• Commercial Performance Accountability - The Director of Commercial Sales will be assessed against clearly defined commercial performance metrics aligned with Company financial objectives. These metrics establish accountability for both growth outcomes and commercial discipline. Key performance indicators include:

• Organic commercial revenue growth (year over year)

• Gross margin percentage and margin expansion

• National and regional account retention rate

• Pipeline coverage ratio and conversion rate

• Forecast accuracy within agreed tolerance

• Pricing discipline adherence and agreement governance compliance

• Time to close for enterprise opportunities

• Commercial Sales Manager performance and talent retention

The Director of Commercial Sales is responsible for proactively identifying performance gaps, implementing corrective action plans, and delivering predictable, sustainable growth outcomes across all Regions.

• Regional Commercial Alignment - Partner with Regional Directors and Area leadership to drive coordinated commercial execution across all markets. Establish clear enterprise standards for pricing discipline, contract governance, and national account management while ensuring alignment with regional operating realities. Lead commercial strategy in a manner that supports field execution, protects margin integrity, and eliminates ambiguity in ownership between national and regional teams. Serve as the escalation point for complex regional commercial matters and ensure consistent application of enterprise commercial policy

Position Qualifications

Experience/Education

Required Education: Bachelor's/Undergraduate Degree; MBA or equivalent preferred

Fields of Study Preferred : Business, Marketing or Advertising

Required Work Experience :

- 10+ years of progressive commercial sales leadership experience in B2B or industrial markets

- Demonstrated success leading national or multi-regional sales organizations

- Proven track record managing complex, high-value commercial accounts and enterprise negotiations

- Experience managing, growing and developing a national sales team

Required Knowledge/Skills/Abilities

Microsoft Applications: Extremely proficient (in particular, Excel and PowerPoint)

Additional Technology: HubSpot, ability to quickly learn and utilize new technologies.

Travel: Ability to travel nationally up to 50%

Communication: Exceptional verbal and written communication skills required

Additional Requirements:

- Leadership, coaching and mentoring skills

- Executive-level leadership presence with ability to influence across all levels of the organization

- Strong financial acumen with experience managing revenue targets, margin and forecast accuracy

- Proven ability to build scalable teams, systems and performance cultures

- Comfort operating in ambiguity and leading change in growth-oriented environments

- Advanced negotiation and contract-structuring expertise

- Highly data-driven with strong analytical skills to translate market intelligence into strategy

- Ability to design and implement national sales operating models

- Comfort presenting to executive leadership, boards, and external partners

- Ability to align diverse stakeholders behind a unified commercial strategy

Physical/Working Requirements

The work environment characteristics described are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be available to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is:

• This position is hybrid and requires you to periodically work from an office environment.

• This position will require driving a vehicle for long periods of time. Must have a clean driving history and motor vehicle record.

• Prolonged sitting at a desk and working on a computer.

• Must be able to position, transport, lift and/or move up to 15 pounds at a time.

• Stand, walk, move across large areas.

• Stoop, kneel, crouch, or crawl or otherwise reach into confined spaces.

• Communicate with and exchange information verbally and in writing.

• Move about in an office environment.

• Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception,and ability to adjust focus.

• The noise level in the work environment is usually moderate.

Scope

Direct Reports: 6-10 Commercial Sales, 2 Desk-based Commercial Support Specialists

Total Organization Employees: ~ 850

# States: 22

# Regions: 5

This job description is not intended to describe in detail the multitude of tasks that may be assigned, but rather to provide the employee with a general sense of the responsibilities and expectations of his/her position. It is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities, or working conditions associated with the position. As the nature of business demands change so, too, may the essential functions of this position.

DCC Propane is an equal opportunity employer. We value diversity and inclusion at our company. We do not discriminate on the basis of race, color, religion, age, national origin, gender, gender identity, sexual orientation, marital status, veteran status, military status or disability status.