Summary:
The Director, Commercial Business Development providing strategic commercial support across the organization and helping to ensure each Business Unit (BU) achieves its revenue and growth targets. The Director, Commercial Business Development partners closely with BU Leadership, Marketing, operations, and Executive Leadership to shape long-term commercial strategy, strengthen customer relationships, and position the company for sustainable growth.
Responsibilities:
- Drive creation and implementation of comprehensive BU sales strategies,
- Lead enterprise-wide initiatives that enhance commercial capability, customer engagement, and competitive positioning.
- Ensure sales teams fully understand customer purchasing behaviors, industry pain points, and critical business drivers.
- Partner closely with BU Leaders as a key member of the commercial leadership team to ensure integration of sales, operations, and strategic initiatives.
- Collaborate with Strategic Account Leaders to support enterprise clients and ensure large, strategic opportunities are appropriately funneled into the correct BU.
- Ensure strong customer relationships throughout the lifecycle of key projects, with proactive executive oversight on strategic accounts.
- Provide executive ownership and accountability for CRM data integrity across all BUs.
- Identify emerging markets, customer segments, and growth opportunities for each BU.
- Provide executive-level support on major deals, proposals, negotiations, and customer engagements.
- Monitor competitive activity and market trends to inform strategic planning and positioning.
Education and Experience:
- Bachelor’s degree in business, Engineering, Marketing, or related field; MBA or advanced degree strongly preferred.
- 12+ years of experience in business development, commercial strategy, or sales leadership, including leadership of managers.
- Demonstrated success leading enterprise-level sales teams and driving multi-million-dollar revenue growth.
- Deep understanding of sales processes, CRM governance, and commercial operations.
- Proven ability to influence and collaborate with executive leaders, BU leaders, and external stakeholders.
- Strong financial acumen, negotiation skills, and market awareness.
- Excellent communication, leadership, and decision-making abilities.
- Ability to travel as required for customer visits and business unit support.
- Proficiency with MS Office, especially Excel or data tools (pivot tables, dashboards, etc.).
- Experience with reporting or BI tools (Power BI, Tableau, etc.), if applicable.
- Strong analytical and reporting skills with the ability to transform data into actionable insights.
- Highly organized with strong communication, follow-up, and coordination abilities.
- Ability to work cross-functionally and influence stakeholders across multiple departments.
- Proficiency with MS Office, especially Excel or data tools (pivot tables, dashboards, etc.).
- Experience with reporting or BI tools (Power BI, Tableau, etc.), if applicable.
- Understanding of the full sales lifecycle (lead → qualification → proposal → close).
- Familiarity with RFP/RFQ processes and requirements.
Physical Requirements:
- Ability to reach, stand, walk, finger, grasp, feel, talk, hear, see and to perform repetitive motion.
- Sedentary work: Exerting up to 10 lbs. of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves sitting most of the time.
We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.
Skills Required
- Bachelor's degree in business, engineering, marketing, or a related field
- MBA or advanced degree
- 12+ years of experience in business development, commercial strategy, or sales leadership
- Experience leading managers and enterprise-level sales teams
- Demonstrated success driving multi-million-dollar revenue growth
- Understanding of sales processes, CRM governance, and commercial operations
- Ability to influence and collaborate with executive leaders, business unit leaders, and external stakeholders
- Strong financial acumen, negotiation skills, and market awareness
- Excellent communication, leadership, and decision-making abilities
- Ability to travel as required for customer visits and business unit support
- Proficiency with Microsoft Office, especially Excel and data tools such as pivot tables and dashboards
- Experience with reporting or business intelligence tools such as Power BI or Tableau
- Strong analytical and reporting skills, including transforming data into actionable insights
- Understanding of the full sales lifecycle from lead generation through closing
- Familiarity with RFP and RFQ processes and requirements
What We Do
With over 1.9 million square feet of fabrication and manufacturing capacity worldwide, The Shaw Group offers premier project delivery services, module fabrication (including engineering, design, and procurement), pipe fabrication, and pipe bending services to a diverse range of industries and industrial clients globally.
