Director of Commercial Sales
DCC Propane, LLC, Lisle, IL, United States
Position Summary
The Director of Commercial Sales is accountable for delivering sustained organic revenue growth, margin expansion, and national account performance across DCC Propane's U.S. business. This role owns and executes the company's national commercial strategy, leading a team of Commercial Sales Managers to drive enterprise, multi‑site, and strategic account results. Success is measured by revenue growth, margin integrity, forecast reliability, and disciplined commercial execution.
Core Responsibilities
Own DCC Propane's national commercial sales growth strategy and deliver sustained organic growth across all regions.
Lead and develop a national team of Commercial Sales Managers (6‑10 direct reports). Build a performance culture centered on results and employee accountability.
Maintain full accountability for commercial sales performance including revenue growth, margin delivery, and pipeline health.
Own the management and performance of all regional and national accounts through the Commercial Sales Manager team, setting account strategy, approving pricing, and ensuring margin and growth objectives are achieved.
Design and enforce standardized commercial sales processes across the organization, including CRM discipline, pipeline management, forecasting, pricing governance, and contract lifecycle management.
Partner closely with Operations, Supply, Finance, Credit, Marketing, Safety and M&A teams to ensure commercial commitments are operationally executable and financially sound.
Lead commercial market analysis, competitive positioning, and sector strategy. Identify and develop new verticals, industries, and geographic growth opportunities.
Deliver accurate, credible commercial forecasts and performance reporting to executive leadership. Use data and analytics to proactively identify risk, opportunity, and performance gaps.
Commercial Performance Accountability: assessed against clearly defined commercial performance metrics aligned with company financial objectives.
Regional Commercial Alignment: Partner with Regional Directors and Area leadership to drive coordinated commercial execution across all markets.
Experience / Education Required Education : Bachelor's/Undergraduate Degree; MBA or equivalent preferred.
Fields of Study Preferred : Business, Marketing or Advertising.
Required Work Experience
10+ years of progressive commercial sales leadership experience in B2B or industrial markets.
Demonstrated success leading national or multi‑regional sales organizations.
Proven track record managing complex, high‑value commercial accounts and enterprise negotiations.
Experience managing, growing and developing a national sales team.
Required Knowledge / Skills / Abilities Microsoft Applications: Extremely proficient, especially Excel and PowerPoint.
Additional Technology: HubSpot; ability to quickly learn and utilize new technologies.
Travel: Ability to travel nationally up to 50%.
Communication: Exceptional verbal and written communication skills required.
Additional Requirements
Leadership, coaching and mentoring skills.
Executive‑level leadership presence with ability to influence across all levels of the organization.
Strong financial acumen with experience managing revenue targets, margin and forecast accuracy.
Proven ability to build scalable teams, systems and performance cultures.
Comfort operating in ambiguity and leading change in growth‑oriented environments.
Advanced negotiation and contract‑structuring expertise.
Highly data‑driven with strong analytical skills to translate market intelligence into strategy.
Ability to design and implement national sales operating models.
Comfort presenting to executive leadership, boards, and external partners.
Ability to align diverse stakeholders behind a unified commercial strategy.
Physical / Working Requirements This position is hybrid and requires you to periodically work from an office environment.
Required driving a vehicle for long periods of time; must have a clean driving history and motor vehicle record.
Prolonged sitting at a desk and working on a computer.
Must be able to position, transport, lift and/or move up to 15 pounds at a time.
Stand, walk, move across large areas.
Stoop, kneel, crouch, or crawl or otherwise reach into confined spaces.
Communicate with and exchange information verbally and in writing.
Move about in an office environment.
Specific vision abilities required include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.
Typical noise level in the work environment is moderate.
Scope Direct Reports: 6‑10 Commercial Sales Managers, 2 Desk‑based Commercial Support Specialists.
Total Organization Employees: ~850.
# States: 22.
# Regions: 5.
DCC Propane is an equal opportunity employer. We value diversity and inclusion at our company. We do not discriminate on the basis of race, color, religion, age, national origin, gender, gender identity, sexual orientation, marital status, veteran status, military status or disability status.
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Core Responsibilities
Own DCC Propane's national commercial sales growth strategy and deliver sustained organic growth across all regions.
Lead and develop a national team of Commercial Sales Managers (6‑10 direct reports). Build a performance culture centered on results and employee accountability.
Maintain full accountability for commercial sales performance including revenue growth, margin delivery, and pipeline health.
Own the management and performance of all regional and national accounts through the Commercial Sales Manager team, setting account strategy, approving pricing, and ensuring margin and growth objectives are achieved.
Design and enforce standardized commercial sales processes across the organization, including CRM discipline, pipeline management, forecasting, pricing governance, and contract lifecycle management.
Partner closely with Operations, Supply, Finance, Credit, Marketing, Safety and M&A teams to ensure commercial commitments are operationally executable and financially sound.
Lead commercial market analysis, competitive positioning, and sector strategy. Identify and develop new verticals, industries, and geographic growth opportunities.
Deliver accurate, credible commercial forecasts and performance reporting to executive leadership. Use data and analytics to proactively identify risk, opportunity, and performance gaps.
Commercial Performance Accountability: assessed against clearly defined commercial performance metrics aligned with company financial objectives.
Regional Commercial Alignment: Partner with Regional Directors and Area leadership to drive coordinated commercial execution across all markets.
Experience / Education Required Education : Bachelor's/Undergraduate Degree; MBA or equivalent preferred.
Fields of Study Preferred : Business, Marketing or Advertising.
Required Work Experience
10+ years of progressive commercial sales leadership experience in B2B or industrial markets.
Demonstrated success leading national or multi‑regional sales organizations.
Proven track record managing complex, high‑value commercial accounts and enterprise negotiations.
Experience managing, growing and developing a national sales team.
Required Knowledge / Skills / Abilities Microsoft Applications: Extremely proficient, especially Excel and PowerPoint.
Additional Technology: HubSpot; ability to quickly learn and utilize new technologies.
Travel: Ability to travel nationally up to 50%.
Communication: Exceptional verbal and written communication skills required.
Additional Requirements
Leadership, coaching and mentoring skills.
Executive‑level leadership presence with ability to influence across all levels of the organization.
Strong financial acumen with experience managing revenue targets, margin and forecast accuracy.
Proven ability to build scalable teams, systems and performance cultures.
Comfort operating in ambiguity and leading change in growth‑oriented environments.
Advanced negotiation and contract‑structuring expertise.
Highly data‑driven with strong analytical skills to translate market intelligence into strategy.
Ability to design and implement national sales operating models.
Comfort presenting to executive leadership, boards, and external partners.
Ability to align diverse stakeholders behind a unified commercial strategy.
Physical / Working Requirements This position is hybrid and requires you to periodically work from an office environment.
Required driving a vehicle for long periods of time; must have a clean driving history and motor vehicle record.
Prolonged sitting at a desk and working on a computer.
Must be able to position, transport, lift and/or move up to 15 pounds at a time.
Stand, walk, move across large areas.
Stoop, kneel, crouch, or crawl or otherwise reach into confined spaces.
Communicate with and exchange information verbally and in writing.
Move about in an office environment.
Specific vision abilities required include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.
Typical noise level in the work environment is moderate.
Scope Direct Reports: 6‑10 Commercial Sales Managers, 2 Desk‑based Commercial Support Specialists.
Total Organization Employees: ~850.
# States: 22.
# Regions: 5.
DCC Propane is an equal opportunity employer. We value diversity and inclusion at our company. We do not discriminate on the basis of race, color, religion, age, national origin, gender, gender identity, sexual orientation, marital status, veteran status, military status or disability status.
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