Spirax-Sarco Ltd.
Head of Commercial Operations (ETS)
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Head of Commercial Operations (ETS)
Head of Commercial Operations
About ETS and Chromalox
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 world’s most challenging industrial heating applications.
Headquartered in Pittsburgh, Pennsylvania, we began 100 years ago with an innovative solution provided by a self-taught engineer—the first metal-sheathed resistance heating element. This pioneering technology launched an entire industry.
We excel in industries with high expectations, recognised as experts at delivering solutions that:
- Exceed specifications
- Limit risk
- Reduce operating costs
Join us as we continue to provide customers and the world with innovative solutions.
The Role: Head of Commercial Operations
The Head of Commercial Operations is responsible for strengthening commercial execution across the entire ETS business. This involves integrating customer demand, contract risk, delivery performance, program tracking, and revenue recognition disciplines.
Key Responsibilities
The role should provide governance, insight, and operational leadership to ensure:
- Capitalizing on customer commitments/expectations for full business engagement
- Forecasting performance improvement plans with rigorous discipline
- Proactively managing commercial and contractual risks
- Ensuring large orders and contracts are tracked with discipline and visibility
- Maintaining predictable and controlled financial outcomes
Scope and Accountability
Collaborate closely with Operations & Supply Chain, Finance, Legal, and PMO functions. Establish and influence consistent commercial processes, performance metrics, and governance routines that connect:
- Customer expectations
- Internal delivery capability
- Contractual obligations
- Financial performance
Responsibilities
1. Cross-Functional Integration
Ensure the alignment of commercial expectations with:
| Department | Key Areas of Focus |
|---|---|
| Operations & SC | Delivery plans & capacity risks |
| Finance | Budgeting & financial oversight |
| Legal | Contractual & regulatory safeguards |
| PMO | Progress & milestone tracking |
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Areas of Responsibility:
- Embed customer requirements into robust S&OP (Sales & Operations Planning) processes
- Align forecasting assumptions and delivery commitments with Commercial and Supply teams
- Identify and escalate risks, gaps, and constraints early to minimize disruptions.
2. Order & Contract Risk Management
Establish governance over all open and future orders, monitoring:
- Commercial risk
- Contractual exposure
- Delivery and supply chain risks
Ensuring:
- Clear escalation frameworks
- Proactive recovery and mitigation strategies
3. Large Order / Contract PMO Oversight
Serve as the owner of major contract and program tracking, ensuring visibility into:
- Key Milestones & Invoice deliverables
- Internal & External Dependencies
- Risk Assessment (RAID) & Action Plans
- Financial impact analysis & forecasting
Goal: Drive disciplined execution through structured PMO engagements.
4. Revenue Recognition Governance (IFRS 15)
Partner with Finance to ensure compliance with IFRS 15 revenue recognition standards. Align operational delivery with:
- Performance obligations
- Milestone evidence
- Contract terms
5. Customer Focus / Obsession
Delivery Performance
- Track performance vs. customer commitments.
- Identify root causes of delays or underperformance.
- Ensure corrective actions are owned and implemented.
Customer Sustainability & Growth
- Monitor customer health (retention, churn, share of wallet).
- Identify commercial opportunities (grey-space and white-space).
- Provide insights to prioritise commercial and supply strategy.
Dispute Management
- Coordinate across Legal, Finance, and Commercial teams to resolve disputes.
- Standardizing tracking and resolution processes.
Customer Engagement Governance
- Standardise engagement processes with key customers.
- Ensure:
- Preparation, follow-up, and accountability at all levels.
- Systematic insight capture to inform decisions.
6. Leadership & Ways of Working
- Act as a trusted partner with Senior Commercial & Operational professionals, bringing:
- Structure
- Discipline
- Proactive leadership
Key Initiatives:
- Develop governance packs & dashboards for leadership clarity.
- Define operating rhythms to support predictability and control.
- Lead continuous improvement to refine commercial operations processes.
Requirements
Candidates require a strong background in:
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| Expertise | Competency Level |
|---|---|
| Commercial operations | Must-have |
| Programme/contract mgmt | Must-have |
| Finance/Business ops | Must-have |
| S&OP & demand visibility | Critical |
| Order lifecycle mgmt | Deep understanding |
| Contract risk mgmt | Deep expertise required |
| Delivery performance | High awareness needed |
| IFRS 15 revenue recognition | Strong working knowledge |
Experience & Skill Set:
- A proven track record in a high-stakes,B2B, contract-led environment
- Strong ability in stakeholder management, analytics, and executive decision support
- Experience in building communication schedules like:
- Reporting structures
- Governance & oversight frameworks
- Track record of driving consistency across commercial, operational, and financial execution.
Success Measures
To evaluate impact, performance metrics will track:
| Key Outcomes | measurable improvements |
|---|---|
| Improved contract & order risk visibility | Smaller financial surprises |
| Alignment between: | |
| — Customer Demand | |
| — S&OP Processes | |
| — Execution Deliverables | |
| Track records of major contracts | Minimized delays/defects |
| Reduced surprises & reactive “fire-fighting” | |
| Improved customer performance insights | |
| Standardized customer engagement |
Commitment to Equality and Inclusivity
At Chromalox, we are dedicated champions of equal opportunities and inclusivity. Our commitment extends beyond recruitment to ensure:
- A workplace that upholds the highest standards
- Eliminates discrimination and harassment
We comply with federal, state, and local laws, protecting against bias based on:
- Race, color, sex
- Religion, sexual orientation
- National origin, disability
- Genetic information, pregnancy (or expectation of pregnancy)
- Any other protected characteristics as defined by law
Spirax Group & Chromalox are committed to diversity and equity across all levels of employment.
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