Vice President - Commercial Transformation

Vice President - Commercial Transformation
Job Category : Management

Requisition Number : VICEP003679

Posted : May 20, 2026
Full-Time

Locations
Showing 1 location

Deerfield, IL 60015, USA

Description
The Vice President - Commercial Transformation will serve as the execution engine for PremiStar’s “PremiStar Way – Customer Growth” initiative bridging strategy to field adoption. Partnering with the executive leadership team and external advisors, this role will design and lead the enterprise rollout of a standardized commercial playbook including pipeline discipline, account management, pricing/quoting practices, and performance management across a multi branch organization. Reporting to the COO, this leader will partner closely with Regional Presidents, Regional Commercial owners, and Business Unit (BU) leaders, to roll out the commercial playbook across the organization. This leader will translate strategy into execution by building a scalable commercial operating system that increases win rate, conversion, margin, retention, and repeatable organic growth.

ESSENTIAL RESPONSIBILITIES

Establish a commercial operating model and governance:

Act as the "right hand" to the COO in translating growth strategy into daily commercial field operations.

Define a scalable

commercial operating model

across regions/branches/business units:

Roles and handoffs (BDR/inside sales, field sales, estimating, operations, account management)

Growth meeting cadence (weekly pipeline, monthly forecast, quarterly business reviews)

Implement governance for pricing/discounting, deal approval, and pipeline hygiene.

Build a repeatable commercial integration model that allows the company to absorb future acquisitions with minimal friction.

Build Commercial Playbook and ensure commercial transformation becomes

real in the field

through consistent pricing discipline, stronger sales execution, scalable commercial capabilities, and repeatable commercial operating rhythms.

Launch through pilot groups (lighthouses) and build best in class commercial performance and continue cascading across organization with end goal to roll out and scale proven commercial playbook across entire organization in a wave based model.

Field Engagement in Customer Growth: Spend significant time on-site (50–75% travel) conducting ride-alongs and branch audits to identify adoption barriers. Reinforce adoption through practical coaching in the field on what good looks like.

Building systems for pricing, quoting, and deal economic improvement

Partner with Pricing/Finance/Operations to strengthen:

Quote-to-cash processes

Margin guardrails and approval thresholds

Standard terms, scope clarity, and risk controls

Drive post-mortems on margin erosion and create corrective actions.

Sales Performance Management & Manager Effectiveness

Build a performance framework: activity standards, pipeline coverage requirements, conversion benchmarks, win/loss discipline.

Equip frontline leaders with coaching routines and inspection points.

Create consistency in hiring profiles, onboarding paths, and time-to-productivity expectations.

Commercial Enablement and Change Management

Build enablement programs that stick: onboarding, BU site assessment, manager coaching, sales skills training.

Lead a structured change plan: communications, field pilots, champions network, reinforcement.

Ensure transformation is practical for a field-based organization: simple, repeatable, measurable.

Partner with Ops/Delivery to ensure sales promises match execution capacity and customer outcomes.

Collaborate with HR on role clarity, incentives, training, and leadership development.

Consultant Liaison:

Manage the transition from consultant-led design to internal-led execution, ensuring no loss of momentum once the external advisors exit.

MINIMUM AND/OR PREFERRED QUALIFICATIONS
EDUCATION:

EXPERIENCE:

15+ years in leadership roles in decentralized roll-up environments

3+ years in a top-tier management consulting firm (McKinsey, BCG, Bain) or equivalent PE operating role.

Proven track record building and deploying a commercial operating system at scale (not just designing it).

Operational Background: Prior experience in HVAC, facility services, or decentralized "roll-up" environments is highly preferred.

Leadership Style: A "get it done" mentality; comfortable navigating a boardroom one day and a mechanical room the next.

Analytics: Proficiency in using data to tell a story and holding branch managers accountable to new KPIs.

Strong cross-functional leader with credibility across Sales, Finance, Ops, and Marketing.

Data-driven, systems thinker; strong comfort with CRM, dashboards, and performance metrics.

Exceptional change leadership: can drive standardization while respecting local realities.

CERTIFICATES, LICENSES, REGISTRATIONS:

None required

SKILL REQUIREMENTS:

Commercial playbook design and adoption

Sales process standardization and enablement

Frontline leader coaching systems

Pricing/discount governance and deal economics

CRM discipline and dashboard-driven management

Executive communication and stakeholder influence

Program management and change leadership

PHYSICAL DEMANDS

Sit/Stand for up to 8 hours a day

Travel weekly via car and plane

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.

WORK ENVIRONMENT
This job operates in both an office and a field environment. Must be able to sit and/or stand for extended periods of time.

REASONABLE ACCOMODATION
Reasonable accommodation will be made to enable individuals with disabilities to perform the essential job functions unless doing so presents an undue hardship on the Company’s business operations.

OTHER DUTIES
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. Employees understand the above job description and agree to comply with and be subject to its conditions. Employee further agrees this job description does not alter his/her at-will employment status. Employees understand the Company reserves the right to delegate, remove, expand or change all responsibilities. Employees acknowledge that he/she can fulfill the above duties with or without reasonable accommodation.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.

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