Spirax-Sarco Ltd.
Head of Commercial Operations (ETS)
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Head of Commercial Operations (ETS)
Head of Commercial Operations (ETS)
About the Role
Composed of Chromalox, Durex Industries, Vulcanic, and Thermocoax businesses, Electrical Thermal Solutions (ETS), part of the 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, Chromalox began as an innovative solution over 100 years ago. A self-taught engineer invented the first metal-sheathed resistance heating element—a then-advanced thermal technology that launched an entire industry. We excel in industries that demand excellence. We are acknowledged as experts at delivering high-performing solutions that exceed specifications, limit risk, and reduce operating costs.
Join us as we continue to provide critical solutions to our customers and the world.
Scope and Accountability
The Head of Commercial Operations strengthens commercial execution across the business by integrating:
- Customer demand
- Contract risk
- Delivery performance
- Programme tracking
- 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 is measured against expectations and action plans are implemented
- Commercial and contractual risks are proactively managed
- Large orders and contracts are delivered with discipline and visibility
- Financial outcomes remain predictable and controlled
The role will collaborate with Operations & Supply Chain, Finance, Legal, and PMO functions to establish or influence:
- Consistent commercial processes
- Performance metrics
- Governance routines
- Connections between customer expectations, internal delivery capability, contractual obligations, and financial performance
Responsibilities
Cross-Functional Integration
Align commercial expectations with Operations & Supply Chain, Finance, Legal, and PMO to ensure clear translation of customer requirements into delivery plans.
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Key obligations include:
-
S&OP and Demand Visibility
- Embed customer requirements into robust S&OP (Sales & Operations Planning) processes
- Align forecasting assumptions and delivery commitments between Commercial and Supply functions
- Surface and escalate risks, gaps, and constraints early
-
Order & Contract Risk Management
- Establish governance for open and future orders with clear identification and monitoring of:
- Commercial risk
- Contractual exposure
- Delivery and supply risks
- Implement escalation and recovery/mitigation frameworks
- Establish governance for open and future orders with clear identification and monitoring of:
-
Large Order/Contract PMO Oversight
- Own tracking of major contracts and programs to ensure visibility of:
- Key milestones and invocing deliverables
- Internal and external dependencies
- RAID (Risks, Assumptions, Issues, Dependencies) and action plans
- Financial impact analysis and forecasting
- Drive disciplined execution through structured PMO engagement
- Own tracking of major contracts and programs to ensure visibility of:
-
Revenue Recognition Governance (IFRS 15)
- Partner with Finance to ensure compliant implementation of IFRS 15 revenue recognition standards
- Align operational delivery with performance obligations, milestone evidence, and contract terms
Customer Focus/Obsession
-
Delivery Performance
- Track performance against customer commitments
- Identify root causes of delays or underperformance
- Ensure corrective actions are owned and executed
-
Customer Sustainability & Growth Insights
- Monitor customer health (retention, churn, share-of-wallet)
- Identify opportunities in grey-space and white-space for growth
- Feed insights into commercial and 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 and Ways of Working
- Act as a trusted partner to senior commercial and operational leaders by:
- Bringing structure, discipline, and analytical challenge to decision-making
- Drive the culture of transparency, ownership, and proactive risk management
- Build governance packs, dashboards, and leadership operating rhythms
- Lead continuous improvement of commercial operations processes
Requirements
-
Strong background in:
- Commercial operations
- Programme/contract management
- Finance/Business operations
-
Proven track record in operating within a high-stakes B2B, contract-centric environment
-
Deep understanding of:
- Order lifecycle management
- Contract and delivery risk management
-
Working knowledge of IFRS 15 revenue recognition
-
Strong stakeholder management, analytical capability, and executive presence
-
Experience in:
- Building communication cadences
- Establishing governance frameworks
- Constructing informative performance reporting
Success Measures
- Improved visibility and control of order and contract risk
- Strong alignment between customer demand, S&OP, and delivery execution
- Disciplined tracking of large contracts and programmes with accountable execution
- Reduction in commercial surprises and reactive firefighting
- Enhanced insight and performance around delivery and execution
- Consistent and effective customer engagement processes
Commitment to Equality and Inclusivity
At Chromalox, we are more than an employer—we are champions of equal opportunities and inclusivity. We are dedicated to building a workplace that adheres to the highest hiring standards and is uncompromisingly free of discrimination and harassment.
Chromalox is an equal opportunities employer, with strict policies ensuring that no individual is mistreated or discriminated against based on:
- Race
- Colour
- Sex
- Religion
- Sexual orientation
- National origin
- Disability
- Genetic information
- Pregnancy
- Any other protected characteristic as defined by federal, state, or local laws
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