Job Description

We are seeking an accomplished and visionary Senior Director, Global Commercial Strategy to lead the development and execution of data-driven commercial strategies that accelerate revenue growth, expand market presence, and increase customer value globally. This leader will translate market intelligence, customer insights, and competitive analysis into actionable growth strategies that drive pipeline generation, market expansion, strategic account penetration, and share-of-wallet growth.

Essential Duties and Tasks

To perform this job successfully, an individual must be able to perform each essential job function satisfactorily. Reasonable accommodations may be made, upon request, to enable individuals with disabilities to perform the essential functions.

• Define customer segmentation and prioritization strategy based on the value and profit potential for the ideal customer profile .
• Develop and execute annual and long-range strategic account planning frameworks, tools, and templates to support business growth.
• Lead account strategy development for key customers and priority accounts, including account penetration and expansion planning.
• Partner with Finance to evaluate customer P&Ls and margin performance along with identifying opportunities to improve product mix, price realization and the cost-to-serve
• Assess current pipeline composition, identify coverage gaps, and recommend actions to improve pipeline quality and performance.
• Design, implement, and optimize lead generation and pipeline creation strategies in partnership with Marketing and Sales teams.
• Develop segment-specific value propositions that align customer needs with company solutions and capabilities.
• Ensure alignment between customer plans, finance targets and operational execution – including quarterly customer score card development
• Launch, manage, and evaluate strategic account programs, including pilot initiatives focused on high-priority accounts.
• Scale structured account planning processes and best practices across regions and business units.
• Establish and maintain lead generation performance metrics, funnel tracking processes, and reporting mechanisms.
• Deploy advanced analytics and business insights to support market evaluation, pipeline management, and growth decision-making.
• Collaborate with legal, sales, customer service and pricing to audit contracts and establish contract management system and governance framework to reduce leakage through better controls and visibility. Institutionalize strategic planning processes, governance structures, and business review cadences to drive accountability and execution.
• All other duties as assigned.

Qualifications, Education and Experience

• Minimum of 10 years of progressive experience in commercial strategy, business development, sales operations, marketing strategy, market intelligence, corporate strategy, or related commercial leadership roles.
• Bachelor's degree required; MBA or advanced business degree strongly preferred
• Minimum of 5–7 years of experience leading global or multi-regional commercial strategy initiatives and cross-functional teams.
• Demonstrated success developing and executing growth strategies that drive revenue expansion, pipeline generation, market penetration, customer acquisition, and share-of-wallet growth.
• Proven experience defining customer segmentation, Ideal Customer Profiles (ICP), account prioritization frameworks, and go-to-market strategies.
• Strong background in strategic account planning, sales effectiveness, pipeline management, and commercial excellence programs.
• Experience conducting market assessments, competitive intelligence analyses, customer research, and business opportunity evaluations to support strategic decision-making.
• Demonstrated ability to lead complex, cross-functional initiatives involving Sales, Marketing, Product Management, Finance, and regional business leaders.
• Experience developing and implementing performance metrics, analytics, dashboards, and reporting frameworks to measure commercial effectiveness and business outcomes.
• Strong financial and business acumen with the ability to translate data and insights into actionable strategies and measurable results.
• Excellent executive communication, presentation, stakeholder management, and influencing skills.

Key Competencies

Ethical Conduct

Professional Capacity

Oral/Written Comprehension

Oral/Written Expression

Deductive Reasoning/Inductive Reasoning

Mathematical Reasoning

Complex Problem Solving

Negotiation/Persuasion

External Client Contact

Work Environment

Work primarily in a climate controlled indoor environment with minimal safety/health hazard potential. Hearing protection, safety shoes, vision and other protection required when in manufacturing areas.

This role operates in a professional office environment that may have some exposure to a manufacturing environment. Employee is rarely exposed to non-toxic/nuisance smells from chemicals, airborne dust, moving mechanical parts, high noise levels and hot/humid environmental conditions in the manufacturing areas.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Employee is regularly required to stand; walk; use hands/fingers to type, hold, handle, or feel; and reach with hands and arms. The employee is regularly required to talk or hear. The employee must occasionally lift and/or move up to 10 pounds.

The position requires 25% of travel time.

Other Duties

Always take ownership, be accountable for your actions, your job and your team. This job description is a tool for you. Other job duties/projects may be assigned to you to meet business needs, this outline is not to be considered a detailed description. Good and reliable attendance, positive attitude and at or above job specific metrics and/or goals will reflect on your annual review.

Duties, responsibilities, and activities may change at any time with or without notice.

EEO Statement

ProAmpac is an equal opportunity employer and prohibits discrimination in its employment decisions based on race, religion, color, national origin, citizenship or immigration status, sex, pregnancy, childbirth and related conditions, lactation status, gender identity, sexual orientation, age, disability, veteran or military status, genetic information, ancestry or any other protected status as required by law. ProAmpac is dedicated to ensuring the fulfillment of this policy with respect to hiring, placement, promotion, transfer, demotion, layoff, termination of employment, recruitment advertising, pay and other forms of compensation, training and general treatment during employment. Discrimination of any type will not be tolerated.