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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 profitable, diverse, specialist markets across Pharma, Food & Beverage, Catalysis and Chemical Processing. The role encompasses direct customer sales, channel performance, accurate forecasting, pipeline development & conversion, plus leadership of the account management team for this range of customers and products. 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, with particular focus on timing, order-entry conversion, shipment/invoicing assumptions, customer readiness, and early escalation of risks, gaps, and upside.
Provides a timely and evidence-based regional view for OL, IBP, LOB, GDR, IR, MBR, and pulse discussions, ensuring forecast movements are explained by customer timing, order book build, project milestones, supply constraints, pricing actions, competitive activity, and market changes.
Builds and governs a high-quality Salesforce.com pipeline with clear value, stage discipline, ownership, next actions, conversion probability, and gap-closure plans.
Reviews pipeline sufficiency across relevant time horizons, including current-year revenue, next-year revenue, longer-term growth, and the gap between recurring base business, closed-won activity, weighted open opportunities, and target revenue.
Drives demand generation, white-space capture, replacement mapping, share-of-wallet expansion, and conversion of qualified opportunities into new revenue.
Steers product and service mix, pricing, channel effectiveness, and margin actions against regional growth and profitability priorities.
Runs the commercial operating cadence, including regional pipeline huddles, KAM pipeline reviews, demand-generation routines, and follow-through on actions, gaps, and results.
What You'll Do
Customers & Markets
Converts regional marketing plans into executable commercial priorities, with KAM goals, account plans, customer actions, and measurable outcomes aligned to growth objectives.
Owns customer segmentation discipline and ensures strategic account plans in Salesforce.com are current, actionable, and linked to revenue, margin, and pipeline targets.
Leads channel strategy and performance management, improving coverage, distributor productivity, route-to-market effectiveness, and growth KPI delivery.
Mobilizes TS&D, marketing, customer service, demand planning, and product management to remove barriers, support account strategy, and accelerate opportunity conversion.
Partners with Demand Planning to reconcile customer-level forecasts, pipeline signals, order book build, supply availability, and revenue timing so commercial plans remain credible and actionable.
Partners with the Regional Marketing Manager (RMM) to steer product and service mix, pricing actions, and margin improvement against clear commercial priorities.
Aligns with RMM around market needs for innovation and also progresses innovation launches in the market – providing feedback appropriately.
Uses customer seminars, trade shows, industry engagement, and targeted campaigns as demand-generation engines with defined follow-up, owners, and pipeline outcomes.
Builds new business by targeting white space, new customers, new applications, replacement opportunities, competitive displacement, and high-value growth segments.
Uses market trends, competitor activity, installed-base intelligence, customer economics, regulatory shifts, and technology changes to prioritize where to play and how to win.
Shapes early-stage commercialization by defining value propositions, aligning technical validation, clarifying pursuit strategy, and ensuring qualified handoffs to KAMs or project teams.
Maintains discipline on Salesforce.com data quality, including timely opportunity entry, stage and probability integrity, close-date realism, stale-opportunity clean-up, and clear rationale for material probability overrides.
Develops senior-level relationships with end users, OEMs, EPCs, consultants, distributors, and other value-chain influencers to create demand, improve win probability, and support specification pull-through.
Ensures commercial reviews balance near-term revenue execution with longer-term pipeline creation, avoiding over-focus on short-term delivery at the expense of strategic growth and forecast reliability.
People
Leads the sales team as a commercial performance engine, ensuring the right coverage, capability, focus, and execution pace to deliver growth and pipeline commitments.
Sets clear expectations for KAMs on account strategy, opportunity creation, pipeline quality, revenue timing, forecast accuracy, customer intimacy, pricing discipline, and Salesforce.com usage.
Coaches KAMs on deal strategy, customer influence maps, opportunity prioritization, negotiation approach, close plans, and personal development.
Identifies and develops key talent, ensuring capability gaps, succession actions, development plans, and performance feedback are actively managed.
Owns the group budget, approves KAM travel expenses, and directs resources toward priority customers, campaigns, and growth opportunities.
Drives sales excellence through disciplined use of Salesforce.com, pricing tools, dashboards, online and mobile applications, and other tools that improve productivity and decision quality.
Creates cross-functional alignment with marketing, TS&D, customer service, demand planning, product management, and leadership to accelerate priority opportunities and resolve execution barriers.
Uses the monthly cadence to convert KAM inputs into a regional commercial view that is ready for leadership, demand planning, and business review discussions, with clear actions, owners, and timing.
Critical Success Factors
Proven commercial leadership with the ability to set direction, create urgency, and deliver through teams.
Strong ownership of revenue, margin, pipeline, forecast quality, pricing discipline, and working-capital outcomes.
Ability to generate, qualify, shape, and convert new business through customer insight, value selling, disciplined pipeline management, and cross-functional execution.
Deep understanding of customer economics, market dynamics, competitor moves, channels, buying processes, and value-chain influencers.
Clear understanding of DWS strategy, values, culture, products, services, and capabilities.
Financial and operational acumen, including pricing, margin, demand planning, forecasting, CRM discipline, and business performance tools.
Strong judgment on revenue timing, including the ability to distinguish demand from executable revenue, test customer milestones, and adjust forecasts quickly when timing risk changes.
Ability to communicate with clarity and commercial confidence across customers, industry stakeholders, functional partners, and business leaders.
Forward-looking, customer-focused mindset with strong judgment, pace, and the ability to align stakeholders quickly around growth choices.
Strong interpersonal and influencing skills, with the confidence to challenge, prioritize, and make trade-offs.
Demonstrated integrity and consistent leadership by example.
General
Perform all assigned duties safely and in compliance with company requirements.
Participate in regional sales meetings, commercial reviews, pipeline huddles, demand reviews, and performance-management routines.
Complete goal setting, employee development planning, performance reviews, and other people-management activities on time.
What You'll Bring
Bachelor’s degree required; MBA or advanced technical degree preferred.
Demonstrated capability in negotiation, prioritization, persuasion, influence, interpersonal effectiveness, change leadership, and crisis management.
Strong CRM discipline, financial acumen, and experience leading commercial teams in complex, project-based or technical markets.
Intra-EMEA travel required, typically up to 35% of the time.
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