Spirax-Sarco Ltd.
Head of Commercial Operations (ETS)
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Head of Commercial Operations (ETS)
Head of Commercial Operations (ETS)
About Electrical Thermal Solutions (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
- A range of component technologies
At Chromalox, we build advanced thermal technologies for the most challenging industrial heating applications, founded on innovative engineering dating back over a century.
We excel in high-expectation industries, delivering solutions that:
- Exceed specifications
- Limit risks
- Reduce operating costs
The Role
The Head of Commercial Operations drives strengthening of commercial execution across ETS, integrating customer demand, contract risk, delivery performance, program tracking, and revenue recognition with unified governance, insight, and leadership.
Scope & Accountability
- Oversees cross-functional collaboration with Operations & Supply Chain, Finance, Legal, and PMO.
- Establishes and enforces consistent commercial processes, performance metrics, and governance to connect:
- Customer expectations
- Internal delivery capability
- Contractual obligations
- Financial performance
Key Responsibilities
Cross-Functional Integration
• Align Commercial Expectations with:
- Supply Chain
- Finance
- Legal
- PMO
• Develop and maintain S&OP (Sales & Operations Planning) to ensure:
- Customer requirements are embedded
- Forecast assumptions and delivery commitments are synchronised
- Early risk detection and escalation
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• Embed larger order governance with tailored escalation and recovery frameworks
Order & Contract Risk Management
• Govern open and future orders to track:
- Commercial and contractual risk
- Delivery/supply risk • Integrate a structured framework for commercial surprises
Large Contract/Programme Management
• Fully Oversight Responsibility for major contracts/programmes with visibility on:
- Key milestones and invoicing deliverables
- Internal/external dependencies
- Risk Analysis & Action Plans (RAID) and financial impacts
• Drive structured project execution through PMO and clear accountability
Revenue Recognition Governance (IFRS 15 Compliance)
• Partner with Finance on revenue recognition • Align operational performance with:
- Performance obligations
- Milestone evidence
- Contract terms
Customer Focus & Growth
• Delivery Performance optimisation through:
- Clear tracking vs commitments
- Root cause analysis of delays/underperformance
- Ownership of corrective actions
• Customer Sustainability & Growth strategies:
- Monitor customer health (retention, churn)
- Identify grey-space/white-space opportunities
- Provide data-driven commercial priorities
• Dispute Resolution via structured tracking:
- Coordination across Legal, Finance, Commercial teams
• Customer Engagement Governance:
- Standardise interactions with key customers
- Implement systematic follow-up, preparation, and escalation
Leadership & Operational Excellence • Foster accountability, transparency, and proactive risk awareness in decision-making. • Lead governance frameworks, dashboards, and rhythms for leadership demands. • Continuously improve commercial operations processes
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Requirements & Success Criteria
Essential Qualifications
• Proven expertise in commercial operations, programme/contract management, and finance/business operations, specifically in B2B contract-led environments • Deep understanding of:
- Order lifecycle management
- Contract risk mitigation
- Delivery performance • Working knowledge of IFRS 15 revenue recognition • Stakeholder intelligence, analytical and executive communication skills • Experience building governance frameworks, prioritisation processes, and performance reporting
Preferred Success Metrics
- Enhanced order and contract risk visibility
- Cleaner customer demand alignment with S&OP & delivery execution
- Stress-tested large contract programmes with fewer surprises
- Proactive commercial process improvement
- Elevated delivery performance execution & insights
- Standardised customer engagement for improved outcomes
Values & Commitment
At Chromalox, we champion equal opportunities and inclusivity in all employment. Our organisation is committed to a workplace free from prejudice or discrimination—ensuring diversity, equity, and respect across race, color, gender, religion, sexual orientation, disability, or any characteristic protected by law.
Chromalox remains an equal-opportunity employer, securing a culture where every individual contributes without fear of bias.
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