Commercial Director, Strategic Business Management

at  Flowserve Corporation

REQUIREMENTS:

• Advanced communication, collaboration, and strategic thinking skills.
• Ability to present to executives in a clear and concise manner, articulating the reasoning behind business recommendations.
• Entrepreneurial enterprise mindset focused on profitable growth, with the vision of how to achieve it and the discipline to ensure realization.
• Business and financial acumen.
• Ability to inspire and lead within a complex organization with no direct reports.
• Data acumen and ability to work with Business Process & Analytics team to gather leading and lagging data necessary to monitor performance and facilitate forecasting.

PREFERRED EXPERIENCE / SKILLS:

• Experience in commercial management, preferably in a related industry.
• Proven track record of driving commercial success and profitability.
• Familiarity with SAP and other relevant software.
• Previous experience working in a multinational corporation.
• Fluency in English and any other languages.
• Experience in strategic planning and execution.
• Strong negotiation skills.
  Req ID : R-10719
  Job Family Group : Marketing
  Job Family : MK Product Management
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ROLE SUMMARY:

The Commercial Director of Strategic Business Management is responsible for directing FCD’s commercial mix (OE, Aftermarket, BU, and product family) and ensuring that the platform remains on track to meet its long-term performance targets. The role also requires analysis and understanding of large project full lifecycle entitlements and returns, ensuring that the platform is achieving them.

RESPONSIBILITIES:

• Establish an installed asset database, ensuring completeness and integrity of data, both heritage information, and timely and accurate addition of new assets.
• Develop a robust process to evaluate large project booking opportunities with OE margins that are decremental to the platform but generate highly profitable future AM margins from the installed base.
• Establish expected capture rate for heritage installed base in conjunction with internal stakeholders and market research.
• Review and approve any SAP activity with OE margins below the thresholds.
• Align with FCD Services & Solutions BU on AM return commitment and ability to capture.
• Conduct financial and operational risk assessment of OE opportunities, aligning with all relevant stakeholders including Supply Chain, Manufacturing, Engineering, and Project Management.
• Conduct regular reviews on projects to assess progress in attainment of commitments made during the bidding and approval stages of OE projects, and articulate/implement opportunities for improvement.
• Maintain a strategic revenue mix model aligned with the FCD 5-year strategic plan, defining a bandwidth of percentage mix changes within which long-term goals will be supported.
• Participate in FCD strategic planning and progress review meetings to represent current strategic mix projections and model / articulate the implications of strategy shifts and changes on FCD long-term revenue and margin commitments.