Director of Revenue and Commercial Strategy

Director of Revenue and Commercial Strategy

Description: Must take a personal and active approach to health, safety, and environment and understand and follow all state, federal, and company health, safety, and environmental requirements applicable to the work area and tasks assigned.

Summary of Position: The Director of Revenue and Commercial Strategy will report to the Chief Commercial Officer and serve as a senior commercial leader responsible for driving data-informed revenue strategy, market insight, and capital allocation decisions. This role leads market research, budgeting and forecasting, and advanced commercial analysis to support revenue growth, profitability, and long-term value creation. The Director will also play a central role in evaluating business development opportunities, strategic partnerships, and mergers and acquisitions, providing rigorous financial, market, and risk analysis to executive leadership.

This position leads the Market Research and Business Analysis function and works closely with Sales, Marketing, Logistics, Operations, Finance, and Executive Leadership to align commercial data, forecasts, and investment decisions.

Essential Duties and Responsibilities:

Revenue Strategy, Budgeting & Forecasting, and Contract Management

• Lead revenue, margin, and volume forecasting in coordination with Sales, Logistics, Operations, and Finance.
• Own the commercial budgeting process, including revenue assumptions, pricing scenarios, and sensitivity analysis.
• Develop and maintain forward-looking commercial models to support annual operating plans, long-range plans, and strategic initiatives.
• Establish and monitor key commercial performance indicators (KPIs) related to revenue, margin, customer mix, and market exposure.
• Lead contract management including value optimization and compliance.

Market Research & Commercial Analysis

• Lead market research efforts across domestic and international energy, mining, and natural resource markets.
• Analyze supply/demand fundamentals, customer trends, pricing dynamics, competitive positioning, and regulatory or policy impacts.
• Translate market intelligence into actionable insights and recommendations for executive leadership and the Board.
• Support pricing strategy development and evaluation of new products, markets, and customer opportunities.

Business Development & M&A Evaluation

• Lead commercial and market diligence for business development opportunities, joint ventures, and M&A transactions.
• Develop commercial cases, market assessments, and revenue forecasts for prospective investments.
• Partner with Finance on valuation, transaction modeling, and risk assessment.
• Collaborate with the Chief Financial Officer to deliver financial analysis to support decision making for strategic growth and commercial initiatives.
• Support negotiation strategy development by providing market and revenue perspectives.

Leadership & Cross-Functional Collaboration

• Lead, mentor, and develop the Market Analysis and Contract Management team.
• Establish best practices for analytical rigor, data governance, and insight delivery across the commercial organization.
• Collaborate closely with Sales, Logistics, Operations, Finance, IT, and Legal to ensure consistent and aligned commercial data and compliance.
• Provide direct analytical and strategic support to the Chief Commercial Officer on ad-hoc initiatives.

Information & Analytics Enablement

• Oversee development and enhancement of commercial dashboards, reports, and analytical tools.
• Evaluate and implement advanced analytics, forecasting tools, and business intelligence solutions to support decision-making.
• Ensure commercial data accuracy, transparency, and scalability.

Necessary Qualifications:

• Bachelor’s degree in Finance, Economics, Business, Engineering, or a related field required; MBA or advanced degree preferred.
• 8 to 12 years of progressive experience in commercial analysis, revenue management, market research, strategy, or investment evaluation.
• Demonstrated experience with budgeting, forecasting, and financial modeling in a capital-intensive or commodity-based industry.
• Experience supporting or leading business development and M&A evaluations strongly preferred.
• Energy, mining, natural resources, or infrastructure sector experience preferred.

Skills:

• Exceptional analytical, financial modeling, and problem-solving skills.
• Strong executive-level written, verbal, and presentation communication skills.
• Ability to translate complex data into clear, decision-ready insights.
• High degree of autonomy, initiative, and judgment.
• Advanced proficiency with Microsoft Excel and PowerPoint; familiarity with business intelligence and data visualization tools.

Leadership / Management:

• An in-office contributor with demonstrated ability to connect with peers and colleagues as well as mentor staff in-person (no remote or hybrid work schedule candidates will be considered).
• Proven people leader with experience building and developing high-performing analytical teams.
• Strategic, commercially focused mindset with strong business judgment.
• Comfortable operating in an executive environment with competing priorities and tight timelines.
• Collaborative leadership style with the ability to influence across functions and levels.
• Performance-driven, adaptable, and change-oriented.

Physical Demands: While performing the duties of this job, the employee is regularly required to talk or hear. The employee is required to frequently sit with frequent forward bending and occasional rotation. The employee must rarely lift, carry and/or move up to 13 pounds and rarely lift and/or move up to 25 pounds. The employee is required to rarely push or pull up to 45 pounds horizontally. The employee frequently is required to use hands to finger, handle or feel and reach with hands and arms. The employee is required occasionally to walk; climb stairs; and stand with rare rotation. Rarely the employee is required to squat repetitively or reach up to 74”. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Working Environment: Works in office environment and rarely site environment. This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

A review of this position has excluded the marginal functions of the position that are incidental to the performance of fundamental job duties. All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbent(s) will possess the skills, aptitudes, and abilities to perform each duty proficiently with or without accommodation. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. The above job profile reflects the requisite knowledge, skills and abilities for this position and is not intended to be all encompassing. Other duties and responsibilities may be expected based on operational and departmental needs.