Spirax-Sarco Ltd.
Head of Commercial Operations (ETS)
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Head of Commercial Operations (ETS)
Head of Commercial Operations (ETS)
Composed of Chromalox, Durex Industries, Vulcanic, and Thermocoax, Electrical Thermal Solutions (ETS), part of Spirax Group, creates electrical process heating and temperature management solutions, including industrial heaters and systems, heat tracing, and a range of component technologies.
At Chromalox, we build advanced thermal technologies for the world’s most challenging industrial heating applications. Headquartered in Pittsburgh, Pennsylvania, we began revolutionising industries with our first metal-sheathed resistance heating element, invented over 100 years ago by a self-taught engineer. Since then, we’ve remained experts in delivering high-specification, risk-limiting, and cost-saving solutions. Join us as we tackle global heating challenges together!
The Role
The Head of Commercial Operations is responsible for strengthening commercial execution across the business by integrating customer demand, contract risk, delivery performance, programme tracking, and revenue recognition disciplines.
The role provides governance, insight, and operational leadership to ensure:
- Customer commitments and expectations are clearly understood across the wider business
- Performance against expectations is measured, with action plans implemented where required
- Commercial and contractual risks are proactively managed
- Large orders and contracts are delivered with discipline and full visibility
- Financial outcomes remain predictable and controlled
Scope & Accountability
This commercial role will collaborate closely with Operations & Supply Chain, Finance, Legal, and PMO functions, establishing – or influencing consistent commercial processes, performance metrics, and governance routines that connect:
- Customer expectations
- Internal delivery capability
- Contractual obligations
- Financial performance
Your Responsibilities
Cross-Functional Integration
- Align commercial expectations with Operations, Supply Chain, Finance, Legal, and PMO, ensuring customer expectations translate effectively into delivery plans while creating cross-functional decision-making throughout the order lifecycle.
- S&OP & Demand Visibility
- Embed customer requirements into robust S&OP processes
- Ensure forecasting assumptions and delivery commitments are authenticated across Commercial & Supply functions
- Surface and escalate risks, gaps, and constraints early
- S&OP & Demand Visibility
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Order & Contract Risk Management
- Establish governance frameworks over open and future orders
- Identify and monitor commercial risk, contractual exposure and delivery/supply risks
- Implement clear escalation paths and recovery/mitigation frameworks
Large Order/Contract PMO Oversight
- Own the tracking of major contracts and programmes, ensuring visibility over:
- Key milestones
- Invoicing deliverables
- Internal & external dependencies
- Risks (RAID) & Action Plans
- Financial impact analysis and forecasting
- Drive disciplined execution through structured PMO engagement
Revenue Recognition Governance (IFRS 15)
- Partner with Finance to ensure IFRS 15-compliant revenue recognition
- Align operational delivery with performance obligations, milestone evidence, and contract terms
Customer Focus/Obsession
Delivery Performance
- Track performance vs. customer commitments
- Identify root causes of delays or underperformance
- Ensure corrective actions are owned and delivered
Customer Sustainability & Growth Insight
- Monitor customer health (retention, churn, share-of-wallet)
- Identify grey-space and white-space opportunities
- Feed insights to commercial & supply prioritisation
Dispute Management
- Support resolution of commercial and contractual disputes
- Coordinate across Legal, Finance, and Commercial teams
- Ensure structured tracking and resolution
Customer Engagement Governance
- Standardise engagement processes with key customers
- Ensure preparation, follow-up, and accountability
- Capture insights systematically to inform decisions
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Leadership & Ways of Working
- Act as a trusted commercial and operational advisor to senior leaders, providing structure, discipline, and challenge to drive transparency, ownership, and proactive risk management
- Build governance packs, dashboards, and leadership action calendars
- Lead continual improvement of commercial operations processes
Requirements
- Strong background in commercial operations, programme/contract management, and finance/business operations
- Proven track record operating in a complex B2B, contract-led environment
- Deep understanding of:
- Order lifecycle management
- Contract risk and delivery performance
- Practical IFRS 15 revenue recognition experience
- Strong stakeholder management, analytical capability, and executive presence
- Experience in building communication cadences, governance frameworks, and performance reporting
Success Measures
The role will be judged by improvements in:
- Visibility and control of order and contract risk
- Alignment between customer demand, S&OP, and delivery execution discipline
- Disciplined tracking of major contracts and programmes
- Reduction in commercial surprises and reactive firefighting
- Strengthening inspection of delivery performance insights and execution
- Consistent and effective customer engagement processes
Why Join Chromalox?
Chromalox champions equal opportunities and inclusivity. We are committed to a workplace that:
- Upholds the highest hiring standards
- Is free from discrimination or harassment
- Embodies respect for all — commercial, cultural, and personal differences
As an equal opportunity employer, we ensure no individual faces mistreatment based on:
- Race, colour, sex, religion, sexual orientation, national origin
- Disability, genetic information, pregnancy, or any other federal/state/local-protected status
Join us — we’re not just building the future of thermal technology, we’re building a fairer, more innovative workplace.
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