Spirax-Sarco Ltd.
Head of Commercial Operations (ETS)
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Head of Commercial Operations (ETS)
Head of Commercial Operations (ETS)
About the Business
A subsidiary of Spirax Group, Electrical Thermal Solutions (ETS) comprises Chromalox, Durex Industries, Vulcanic, and Thermocoax. We design and deliver electrical process heating and temperature management solutions, including industrial heaters and systems, heat tracing, and advanced component technologies.
Headquartered in Pittsburgh, Pennsylvania, Chromalox was founded when a self-taught engineer invented the first metal-sheathed resistance heating element over a century ago. Since then, we’ve continued delivering advanced thermal solutions that push industrial boundaries—exceeding specifications, limiting risk, and reducing costs.
We serve industries with high expectations and are proud experts in delivering efficient, compliant, and value-driven thermal management systems. Join us as we redefine what it means to create smart, reliable, and scalable solutions.
The Role: Head of Commercial Operations
This critical leadership position is responsible for strengthening commercial execution by aligning customer demand, contract governance, delivery performance, revenue recognition, and financial control.
Key Accountabilities
As Head of Commercial Operations, you will be the go-to leader for ensuring:
- Customer commitments/expectations are clear, measured, and held accountable across the organisation.
- Performance against targets is tracked rigorously, and action plans are implemented promptly.
- Commercial and contractual risks are proactively identified and managed.
- Large-scale projects are executed with disciplined visibility.
- Financial outcomes remain predictable and controlled.
You will collaborate strategically with Operations & Supply Chain, Finance, Legal, and PMO to standardise commercial frameworks, benchmark performance, and enforce consistent processes, KPIs, and governance.
Responsibilities
1. Cross-Functional Integration
- Align Commercial expectations with Operations & Supply Chain, Finance, Legal, and PMO to ensure seamless execution from sales to delivery.
- Embed customer requirements into Sales & Operations Planning (S&OP) and demand forecasting processes.
- Ensure forecasting assumptions align with supply and delivery commitments.
- Surface and escalate risks (delay risks, supply gaps, constraints) early in the order lifecycle.
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2. Order & Contract Risk Management
- Establish gold-standard governance frameworks for open contracts and large orders.
- Identify and proactively monitor commercial risk, contractual exposure, and supply/delivery risks.
- Define clear escalation protocols, recovery plans, and risk mitigation strategies.
3. Large Order / Contract PMO Oversight
- Own tracker dashboard and KPIs for all major contracts.
- Ensure visibility of:
- Key milestones and invoicing deliverables
- Internal & external dependencies
- Risks (RAID analysis) and action plans
- Financial forecasts and revenue recognition timelines
- Execute structured contract PMO processes with quality, efficiency, and compliance.
4. Revenue Recognition Governance (IFRS 15)
- Partner with Finance to ensure compliance with IFRS 15.
- Align operational delivery with performance obligations, milestones, and contract terms.
5. Customer Focus & Obsession
- Proactively monitor delivery performance vs. customer commitments.
- Root cause analysis (RCA) of delays or underperformance.
- Ensure corrective actions are implemented and owned.
- Monitor customer health (retention, churn, market share growth).
- Identify opportunities in under-served markets and upgrade/growth segments.
- Support dispute resolution across Legal, Finance, and Commercial teams.
- Standardise engagement methodologies.
- Ensure structured tracking, reporting, and resolution.
6. Leadership & Operating Discipline
- Work as a trusted advisor to senior leadership, introducing data-backed insights, accountability, and discipline.
- Establish decision support tools, dashboards, and governance pack updates.
- Drive continuous improvement in commercial processes, reporting, and performance.
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Requirements
You are the ideal candidate if you have:
- A proven senior background in Commercial Operations, Programme Management, Contract Governance & Financial Controls.
- Experience in a complex B2B, contract-guaranteed, high-value environment.
- Expertise in:
- Customer lifecycle management, contract risk assessment, and operational delivery discipline.
- IFRS 15 Financial Accounting frameworks.
- Stakeholder influence and executive leadership.
- Building cultures of transparency, governance, and accountability.
- Foundational knowledge of supply chain overviews, revenue recognition processes, and contingency planning.
Success Measures
You will deliver measurable impact as evidenced by:
✔ Enhanced visibility and control over Order and Contract risk management. ✔ Seamless alignment between customer demand, S&OP forecasting, and procurement execution. ✔ Disciplined execution of large-scale contracts (handling budgets, timelines, and KPIs). ✔ Aggressive reduction in 'commercial fire drills'—shifting from reactive to proactive strategies. ✔ Improved delivery performance—transparency and predictive risk mitigation. ✔ Consistent and proven customer engagement processes (preparedness, accountability, insights that drive decision-making).
Why Join Chromalox
We believe innovation comes from a workplace that respects, supports, and empowers diversity. At Chromalox, we’re committed to an environment of equality, inclusion, and professionalism.
As an equal opportunity employer, our recruitment practices and team culture reflect these principles—commitments to freeing individuals from discrimination based on:
- Race
- Colour
- Sex or gender identity
- Religion or sexual orientation
- National or ethnic origin
- Disability status
- Genetic information
- Pregnancy status
Join us in shaping the future of Industrial Thermal Solutions. We don’t just hire for skills—we grow the best talent into a culture of sustained performance and visionary leadership.
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