Director Commercial Management Americas
Adtran, Huntsville, AL, United States
Role Overview
Adtran is seeking a Director of Commercial Management, Americas to lead and optimize commercial strategy across the region. The role is responsible for driving profitable growth through pricing governance, deal structuring, contract oversight, and commercial risk management while partnering closely with Sales, Finance, Legal, Product Management, and Executive Leadership.
Key Responsibilities
Commercial Strategy & Governance
- Lead regional commercial strategy to support revenue growth and margin expansion across the Americas
- Establish and maintain pricing frameworks, discount governance, and approval authorities
- Ensure consistency and compliance with Adtran’s global commercial policies and financial objectives
Deal Structuring & Contract Management
- Oversee complex deal reviews, including pricing, margin analysis, contractual terms, and risk mitigation
- Partner with Sales, Legal, Finance, and Product teams to structure commercially sound, competitive agreements
- Provide executive-level guidance on non-standard deal terms, long‑term contracts, and strategic opportunities
Financial Performance & Risk Management
- Own commercial risk assessment for large and strategic customer engagements
- Monitor deal profitability, revenue recognition considerations, and post‑deal performance
- Drive continuous improvement in deal quality, forecasting accuracy, and commercial controls
Cross‑Functional Leadership
- Serve as a trusted commercial advisor to regional Sales leadership and executive stakeholders
- Collaborate with Global Commercial Management to align regional practices with enterprise strategy
- Lead, mentor, and develop a high‑performing commercial management team across the Americas
Process Optimization & Enablement
- Improve commercial processes, tools, and analytics to increase speed, transparency, and scalability
- Support sales enablement initiatives related to pricing, deal structure, and commercial best practices
- Contribute to transformation initiatives related to systems, automation, and reporting
Required Qualifications
- Bachelor’s degree in Business, Finance, Economics, or a related field (MBA or equivalent strongly preferred)
- 10+ years of experience in commercial management, finance, sales operations, or deal governance
- Demonstrated experience supporting complex B2B technology, telecom, or networking solutions
- Strong understanding of pricing strategies, margin management, and contract structures
- Proven ability to influence senior leaders and operate effectively in a matrixed, global environment
Preferred Qualifications
- Experience working in telecommunications, networking hardware/software, or cloud‑enabled solutions
- Familiarity with multinational contracting, regulatory considerations, and regional market dynamics
- Prior experience leading teams across multiple geographies within the Americas
Key Competencies
- Strategic thinker with strong financial and commercial judgment
- Confident decision‑maker with comfort navigating ambiguity and risk
- Exceptional communication and stakeholder‑management skills
- Data‑driven, detail‑oriented, and highly organized
- Collaborative leader with a continuous‑improvement mindset