Job Locations: Brecksville, OH preferred. Houston, TX; Charlotte, NC; Midland, MI; Sao Paolo, BR; Rio de Janiero, BR; Blackley, UK; London, UK
Job type: Hybrid, Full-time

ABOUT LUBRIZOL

The Lubrizol Corporation, a Berkshire Hathaway company, is a specialty chemical company whose science delivers sustainable solutions to advance mobility, improve wellbeing and enhance modern life. Founded in 1928, Lubrizol owns and operates more than 100 manufacturing facilities, sales, and technical offices around the world and has about 8,000 employees. For more information, visit www.Lubrizol.com.
We value diversity in professional backgrounds and life experiences. By enabling a consistent, unbiased, and transparent recruitment process, Lubrizol seeks to create a positive experience for candidates so we can get to know them at their best. We recognize unique work and life situations and offer flexibility, ensuring our employees feel engaged and fulfilled in every aspect of life.
Unleash Your Potential. At Lubrizol we’re transforming the way we work and looking for exceptional talent to join us on this journey. If you are ready to join an international company with talent around the world, and want to make a real impact, we want you on our team
As the Director of Commercial Process Excellence, you will play a pivotal role in enhancing Lubrizol Advanced Materials (LZAM) commercial operations by implementing best-in-class commercial processes. Reporting to the Vice President of Strategy and Commercial Excellence, you will lead initiatives across various commercial functions to optimize customer segmentation, customer terms and conditions, key account management, contracts management, demand planning, commercial standard work, salesforce effectiveness, customer relationship management, and opportunities pipeline management.

SKILLS THAT MAKE A DIFFERENCE:

• Bachelor’s degree in a relevant field; advanced degree (MBA or equivalent) preferred.
• Minimum of ten years of experience in a multinational business environment.
• Exceptional leadership, communication, and project management skills.
• Strong process orientation with a track record of implementing process improvements.
• Agility and adaptability to balance enterprise priorities and evolving business needs.
• Demonstrated expertise in B2B commercial functions, including pricing, key account management, and contract management.
• Excellent communication and presentation skills, with the ability to convey complex information to diverse audiences.
• Demonstrated leadership experience and the ability to collaborate effectively with cross-functional teams.
• Strong financial background, analytical skills, and business acumen, including experience developing financial models and pricing scenarios.
• Demonstrated ability to adapt to change and drive change.
• Analytical mindset with the ability to translate data into actionable insights.
• Familiarity with the specialty chemicals industry is a plus

• Lead the design and implementation of commercial excellence strategy and efficient and effective commercial processes in alignment with organizational goals and industry best practices. Define processes and roles; drive best practices and facilitate knowledge sharing across business units.
• Customer Segmentation: Develop and refine customer segmentation strategies to identify high-potential markets and customer groups. Optimize coverage and resource allocation.
• Terms & Conditions: Define and enforce commercial policies aligned with customer segmentation to ensure consistency and compliance across the division.
• Key Account Management: Oversee the development and execution of key account management strategies and best practices to maximize value from strategic partnerships.
• Commercial Contracts Management: Manage the lifecycle of commercial contracts, ensuring value, accuracy and compliance. Lead implementation of processes and systems to drive contracts excellence and efficiency.
• Salesforce Effectiveness: Continue to enhance salesforce effectiveness strategy for LZAM which includes: 1) Optimization of CRM and other systems and tools supporting the sales process 2) Optimize the performance of the salesforce through training, tools, and performance measurement mechanisms.
• Opportunities Pipeline: Enable capabilities within the organization to foster strong relationships with key customers and stakeholders, ensuring a high level of customer satisfaction. Implement processes to effectively manage and track sales opportunities from identification to closure.
• Demand Planning: Collaborate with supply chain and commercial functions to improve demand planning process, integration with CRM and overall ability to anticipate customer demand.
• Lead the organization to best in class business processes by identifying areas for improvement (i.e., process inefficiencies, governance issues, roles and responsibilities, workflow gaps, etc.).
• Seek and support opportunities to drive Lubrizol-wide continuous improvement by building One Lubrizol processes and tools where appropriate.
• Identify and drive implementation new use cases for advanced analytics (e.g., predictive churn, lead prioritization, cross-sell / up-sell). Embrace AI and ML processes where appropriate.