[Hiring] Regional Commercial Manager @Dupont

Role Description

DuPont Water Solutions (DWS) is seeking a Regional Commercial Manager, Western Europe for the Life Sciences & Specialties markets. This virtual role, based in Western Europe, carries full commercial leadership accountability for profitable regional growth in diverse, specialist markets across Pharma, Food & Beverage, Catalysis, and Chemical Processing. The role encompasses:

• Direct customer sales
• Channel performance
• Accurate forecasting
• Pipeline development & conversion
• Leadership of the account management team

The role converts regional strategy into focused commercial execution, drives new business creation, and ensures disciplined delivery of revenue, margin, demand generation, and team performance commitments.

Key Metrics

• Delivers the regional revenue, margin, and volume plan across technologies, priority segments, and strategic accounts.
• Owns commercial performance metrics, including pricing discipline, margin expansion, past dues, DSO, DSI, travel expense budgets, and working-capital impact.
• Owns revenue forecasting and planning for the current year and forward year.
• Provides a timely and evidence-based regional view for OL, IBP, LOB, GDR, IR, MBR, and pulse discussions.
• Builds and governs a high-quality Salesforce.com pipeline.
• Reviews pipeline sufficiency across relevant time horizons.
• Drives demand generation, white-space capture, and conversion of qualified opportunities into new revenue.
• Steers product and service mix, pricing, channel effectiveness, and margin actions.
• Runs the commercial operating cadence.

What You'll Do

Customers & Markets

• Converts regional marketing plans into executable commercial priorities.
• Owns customer segmentation discipline and ensures strategic account plans in Salesforce.com are current.
• Leads channel strategy and performance management.
• Mobilizes TS&D, marketing, customer service, demand planning, and product management.
• Partners with Demand Planning to reconcile customer-level forecasts.
• Partners with the Regional Marketing Manager (RMM) to steer product and service mix.
• Aligns with RMM around market needs for innovation.
• Uses customer seminars, trade shows, and targeted campaigns as demand-generation engines.
• Builds new business by targeting white space and new customers.
• Uses market trends and competitor activity to prioritize where to play and how to win.
• Shapes early-stage commercialization by defining value propositions.
• Maintains discipline on Salesforce.com data quality.
• Develops senior-level relationships with end users, OEMs, EPCs, consultants, and distributors.
• Ensures commercial reviews balance near-term revenue execution with longer-term pipeline creation.

People

• Leads the sales team as a commercial performance engine.
• Sets clear expectations for KAMs on account strategy and opportunity creation.
• Coaches KAMs on deal strategy and personal development.
• Identifies and develops key talent.
• Owns the group budget and approves KAM travel expenses.
• Drives sales excellence through disciplined use of Salesforce.com and other tools.
• Creates cross-functional alignment with marketing and leadership.
• Uses the monthly cadence to convert KAM inputs into a regional commercial view.

Critical Success Factors

• Proven commercial leadership with the ability to set direction and create urgency.
• Strong ownership of revenue, margin, pipeline, and forecast quality.
• Ability to generate, qualify, shape, and convert new business.
• Deep understanding of customer economics and market dynamics.
• Clear understanding of DWS strategy, values, culture, products, services, and capabilities.
• Financial and operational acumen.
• Strong judgment on revenue timing.
• Ability to communicate with clarity and commercial confidence.
• Forward-looking, customer-focused mindset.
• Strong interpersonal and influencing skills.
• Demonstrated integrity and consistent leadership by example.

What You'll Bring

• Bachelor’s degree required; MBA or advanced technical degree preferred.
• Demonstrated capability in negotiation, prioritization, and influence.
• Strong CRM discipline and financial acumen.
• Experience leading commercial teams in complex, project-based or technical markets.
• Intra-EMEA travel required, typically up to 35% of the time.