Senior Director of Commercial Strategy

Job Description

About the Role

The Senior Director, Commercial Strategy is a critical leadership role within the Commercial organization, responsible for building and owning the commercial intelligence and governance layer across Electrolux North America. This leader sits above the day-to-day execution of channel management and pricing operations, and instead operates at the intersection of long-term strategic positioning, market-level commercial intelligence, trade architecture design, and demand discipline.

Where the Commercial Directors own channel execution and the Pricing & RGM organization owns pricing mechanics, the Senior Director, Commercial Strategy owns the analytical and governance infrastructure that makes the entire commercial system more coherent, more rigorous, and more defensible. This is a role for a commercially-minded leader who combines strategic range with operator credibility — someone equally comfortable developing a multi-year channel strategy and challenging a sales forecast calldown with data.

Role Value Proposition

• •Commercial Intelligence Ownership: Build and lead the interpretive layer that connects market data, channel dynamics, and competitive signals to actionable commercial strategy — not just reporting, but synthesis and recommendation.
• •Strategic Positioning Authority: Own the long-term channel strategy for North America, defining where Electrolux chooses to compete, how it activates those positions, and which bets it walks away from.
• •Field RGM — Beyond Price and Promo: Lead a differentiated capability that quantifies the true commercial drivers of in-market success — from floor placement to planogram quality — and uses those insights to sharpen both strategy and execution.
• •Trade Architecture Design: Own the design of trade investment structures, dealer incentive ladders, and discount authorization frameworks that protect margin while enabling growth.
• •Demand Discipline and S&OP Governance: Hold a formal escalation right in the monthly S&OP process, surfacing forecast risk to the VP, Commercial when calldowns lack supporting data or commercial rationale.
• •Executive Visibility: Operate as a core contributor to the VP, Commercial's strategic agenda and a key analytical voice in leadership-level discussions on channel mix, revenue quality, and margin trajectory.

What You'll Do

Channel Strategy & Long-Term Commercial Positioning

• •Define and maintain the North America channel strategy — articulating where Electrolux will win, where it will selectively compete, and where it will not — across National Accounts, Dealer & Contract, and D2C & Aftermarket.
• •Develop and evolve the channel role framework: how each route to market is positioned, what value proposition it carries, and how investment and pricing architecture align to channel intent.
• •Identify structural shifts in channel dynamics, customer mix, and competitive positioning and translate those signals into strategic recommendations for the VP, Commercial and the Executive Leadership Team.
• •Partner with Commercial Directors to ensure channel strategies are grounded in execution realities, while maintaining independence from day-to-day account pressure.
• •Serve as the primary owner of customer and channel intelligence — synthesizing data from BI, pricing analytics, and market sources into a coherent picture of where and how to compete.

Field RGM — In-Market Commercial Intelligence

• •Build and lead a Field RGM capability focused on understanding the true commercial drivers of sell-through beyond price and promotion — including physical execution factors such as floor placement quality, planogram compliance, display share, and in-store presence.
• •Design and deploy analytical frameworks that quantify the revenue and margin impact of executional variables, creating an evidence base that informs both commercial strategy and field priorities.
• •Develop commercial playbooks for field execution — translating Field RGM insights into clear, actionable guidance for Sales and channel teams.
• •Partner with the Pricing & RGM organization to ensure Field RGM intelligence is integrated into pricing architecture and promotional planning decisions.
• •Own the commercial analytics that sit above standard BI reporting — the interpretive layer that converts data into insight and insight into commercial recommendation.

Trade Architecture & Terms Governance

• •Own the design and periodic reset of Electrolux North America's trade investment architecture — including dealer incentive structures, rebate program design, promotional funding frameworks, and discount authorization ladders.
• •Ensure trade architecture is coherent across channels and aligned with pricing strategy, channel roles, and margin targets set by the VP, Commercial.
• •Develop governance frameworks that create appropriate friction in trade spend decisions — balancing growth enablement with margin protection — and establish clear escalation paths for exceptions.
• •Partner with Commercial Finance to ensure trade architecture is financially sound, measurable in ROI terms, and integrated into the commercial performance review cadence.
• •Periodically audit trade terms and incentive structures to identify drift, misalignment, or margin leakage, and drive corrective action in partnership with channel leaders.

S&OP Governance & Demand Discipline

• •Hold a formal role in the monthly S&OP process as a commercial check on forecast integrity — ensuring that demand plans are grounded in data, commercial rationale, and market-level intelligence rather than internal preference.
• •Design and maintain guardrails that define the evidentiary standard required to support a forecast calldown — including data thresholds, required commercial rationale, and documentation expectations.
• •Exercise a formal escalation right to the VP, Commercial when forecasts fail to meet the established standard, or when commercial risk embedded in the demand plan is not adequately surfaced.
• •Work collaboratively with Sales Operations and Demand Planning to ensure the S&OP governance role is constructive and intelligence-led — not adversarial — while maintaining the independence required for the function to be credible.
• •Contribute commercial intelligence to S&OP cycle inputs, including channel-level demand signals, customer dynamics, and competitive context that may affect forecast accuracy.

Minimum Qualifications:

• •Bachelor's degree in Business, Finance, Economics, or related field. MBA strongly preferred.
• •10+ years in across a mix of commercial strategy, revenue growth management, channel strategy, commercial finance, or sales, with demonstrated progression into senior leadership roles.
• •Proven experience operating across multi-channel commercial models in consumer goods, durable goods, or adjacent industries.

Qualifications:

• •Strategic Commercial Range: Channel Strategy & Competitive Positioning
• •Field RGM Expertise: Revenue Growth Management and in-market commercial intelligence beyond price and promo
• •Track record of translating analytical insight into commercial strategy that delivered measurable margin or revenue impact.
• •Trade Investment Design: Trade architecture design, incentive structure development, and terms governance
• •Demand Discipline: Formal governance and S&OP process discipline with the operator credibility to challenge sales forecasts with data
• •Analytical Synthesis: Ability to synthesize data from multiple sources into clear, actionable commercial recommendations for senior stakeholders
• •Cross-Functional Influence: Ability to influence senior commercial and sales leaders without direct line authority
• •Digital & Analytical Tools: Advanced analytics, financial modeling, and commercial data tools — comfort with ambiguity and the ability to build structure where little exists

• Where you’ll be:
• This position is based at our Corporate Headquarters in Charlotte, North Carolina.

Benefits highlights:

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