Director of Commercial Sales

The Director of Commercial Sales is accountable for delivering sustained organic revenue growth, margin expansion, and national account performance across DCC Propane’s U.S. business. This role owns and executes the company’s national commercial strategy, leading a team of Commercial Sales Managers to drive enterprise, multi-site, and strategic account results. Success is measured by revenue growth, margin integrity, forecast reliability, and disciplined commercial execution.

The Director of Commercial Sales is responsible for building a scalable commercial sales engine that consistently drives revenue, margin, and customer retention while aligning with DCC’s broader growth strategy. This position has direct accountability for commercial pipeline performance, forecast accuracy, pricing discipline, margin optimization, and strategic account development.

This is a highly visible leadership role with regular interaction with executive leadership as well as field leadership teams with material influence on DCC Propane’s commercial strategy, acquisition integration, and long‑term growth roadmap. Success in this role will be measured primarily by sustainable revenue growth, margin performance forecast reliability, and talent development outcomes.

• Enterprise Commercial Leadership – Own DCC Propane’s national commercial sales growth strategy and deliver sustained organic growth across all regions. Set commercial priorities, growth targets, and strategic initiatives aligned with corporate financial objectives. Serve as the senior commercial voice in executive planning, budgeting, and investment decisions. Accountable for translating corporate strategy into executable commercial plans with measurable financial results.
• Team Leadership & Talent Development – Lead and develop a national team of Commercial Sales Managers (6‑10 direct reports). Build a performance culture centered on results, and employee accountability. Establish clear performance standards, KPIs, and succession plans for commercial organization. Recruit, coach and retain top commercial talent. Directly responsible for team management and performance, role clarity, and continuous elevation of leadership capability within the commercial team.
• Revenue & Margin Ownership – Maintain full accountability for commercial sales performance including revenue growth, margin delivery, and pipeline health. Ensure pricing strategies balance competitiveness with profitability. Drive disciplined opportunity qualification and proposal governance for large and complex contracts.
• Strategic Account & Leadership – The Director of Commercial Sales owns the management and performance of all regional and national accounts through the Commercial Sales Manager team. This includes setting account strategy, approving pricing and contract structures, overseeing renewal and retention plans, and ensuring margin and growth objectives are achieved.
• Commercial Operating Model & Process Excellence – Design and enforce standardized commercial sales processes across the organization, including CRM discipline, pipeline management, forecasting, pricing governance, and contract lifecycle management. Continuously improve sales methodology to drive scale, predictability, and efficiency. Develop experts amongst the group in key customer segments and leverage these individuals to assist throughout the company footprint. This area should include, but not be limited to, Power‑Generation and Auto‑Gas.
• Cross‑Functional Leadership – Partner closely with Operations, Supply, Finance, Credit, Marketing, Safety and M&A teams to ensure commercial commitments are operationally executable and financially sound. Lead cross-functional initiatives to support large commercial wins and integration of acquired businesses.
• Market Intelligence & Growth Strategy – Lead DCC Propane’s commercial market analysis, competitive positioning, and sector strategy. Identify and develop new verticals, industries, and geographic growth opportunities. Provide executive leadership with actionable insights on market trends, competitor behavior, and pricing dynamics.
• Data, Forecasting & Executive…