The Commercial Director for Silent‑Aire EMEA & APAC is responsible for delivering exceptional commercial and financial performance across the region. This role leads the commercial strategy, pricing governance, market competitiveness, and margin execution across the full business lifecycle, ensuring profitable growth and commercial excellence within Johnson Controls’ Global Products & Solutions organization.
As a senior commercial leader, the Director will shape long‑term strategy, drive critical commercial programs, lead cross‑functional initiatives, and influence decision-making across Sales, Engineering, Operations, Manufacturing, Supply Chain, and Finance. The role also supports M&A evaluation, integration, and portfolio optimization aligned with the Silent‑Aire strategic roadmap.
Key Responsibilities
1. Strategic Planning & Execution
- Lead development and refinement of the long‑term commercial and business strategy for Silent‑Aire EMEA & APAC.
- Build and own commercial business cases with clear scope, financial impact, resource plans, and execution roadmaps.
- Ensure all commercial and strategic initiatives align with financial, operational, and market‑share targets.
2. Commercial Excellence, Pricing Governance & Performance Management
- Provide direct oversight of pricing strategy across equipment, aftermarket, and service offerings.
- Lead business performance reviews, ensuring all teams are held accountable for their commitments.
- Establish and manage margin governance frameworks to identify and correct margin leakage.
- Lead cross‑functional initiatives to reduce unit cost, optimize margin structure, and improve cost‑to‑serve performance.
- Review manufacturing operations to determine what should be produced in‑house vs. outsourced to optimize cost, delivery, and margin.
- Own competitor and market intelligence, including pricing benchmarks, product comparisons, cost structures, sales strategies, and regional market dynamics.
- Translate competitive insights into commercial strategies influencing pricing, product positioning, geographic focus, and go‑to‑market execution.
- Partner with Sales Leadership on disciplined deal reviews, bid strategy, and go/no‑go decisions to protect competitiveness and profitability.
3. M&A and Post‑Merger Integration
- Support Corporate M&A in identifying and evaluating opportunities aligned with Silent‑Aire’s strategy.
- Lead or co‑lead commercial integration workstreams, ensuring alignment of pricing, product, sales, and customer processes.
- Support divestitures and portfolio optimization where required to strengthen strategic positioning.
4. Process Review & Best Practices
- Assess commercial, operational, manufacturing, and service processes to identify gaps and improvement opportunities.
- Lead internal and external benchmarking across pricing, margin performance, commercial processes, and competitive position.
- Standardize and deploy best practices across regions to improve commercial effectiveness, forecasting quality, and financial performance.
5. Program Management & Performance Monitoring
- Develop or enhance commercial program management processes to ensure disciplined execution of initiatives.
- Establish KPIs covering commercial performance, pricing, orders, backlog quality, margin progression, and competitiveness.
- Deliver structured executive reporting for senior leadership and the Board of Directors.
- Lead issue‑resolution, risk management, and cross‑functional problem‑solving to maintain predictable delivery of commitments.
6. Leadership
- Lead and influence cross‑functional teams across Silent‑Aire EMEA & APAC in a matrix global organization.
- Build a high‑performance commercial culture grounded in accountability, discipline, and strategic clarity.
- Ensure Sales, Client Accounts, and PMO teams understand their direct impact on financial results and long‑term success.
7. Stakeholder Engagement
- Build strong relationships with executive leadership, global partners, and cross‑functional stakeholders.
- Communicate commercial insights, risks, opportunities, and recommendations with clarity across cultures and geographies.
8. Mentorship
- Develop commercial talent through coaching, mentoring, and capability‑building.
- Enhance commercial acumen, analytical rigor, and decision‑making capability across the organization.
9. Continuous Improvement
- Conduct program and commercial performance reviews incorporating lessons learned into future strategic initiatives.
- Drive continuous improvement in pricing governance, competitive analysis, bid discipline, and margin management.
Qualifications
Required
- Bachelor’s degree.
- Minimum 12 years of business experience, with at least 8 years in commercial leadership, strategy, or complex program leadership.
- Deep understanding of commercial, operational, and financial value drivers.
- Proven ability to influence and present effectively at C‑suite and VP levels.
- Experience operating within global, multicultural organizations.
- Strong financial literacy, including P&L ownership, margin analysis, and financial reporting.
- Demonstrated structured problem‑solving and analytical capability.
- Highly organized with the ability to manage multiple priorities and deadlines.
- Ability to influence cross‑functional teams without direct line authority.
- Willingness to travel approximately 10%.
Preferred
- MBA or equivalent advanced degree.
- Management consulting background.
- Experience in mechanical or electrical engineering, or mission‑critical infrastructure.