Commercial Director - Key Accounts

Do you want to make a lasting difference for our customers and the environment? Start shaping industry from the inside.

Who are we?

Trelleborg’s Engineered Coated Fabrics operation is a world leader in engineered polymer solutions for almost every industry globally. We are where we are because our talents brought us here. By specializing in the polymer engineering that makes innovation and application possible, Trelleborg works closely with leading industry brands to accelerate their performance, drive their business forward—and along the way, shape the industry and progress that will benefit humankind in the exciting years ahead.  Our people are Shaping Industry from the Inside.

About the Job

Reporting to the BU Director – Sales & Marketing, the Commercial Director – Key Accounts is responsible for leading the company’s existing core business across multiple segments. The Commercial Director will drive profitable growth through strong account leadership, exceptional customer experience, and disciplined commercial execution. The position oversees the Account Management and Inside Sales team while ensuring a seamless, high-quality experience across the full customer lifecycle—from order execution to long-term partnership development. This leader plays a critical role in strengthening customer retention, expanding share of wallet, and aligning internal execution with commercial commitments.

Responsibilities

• Lead and execute the commercial strategy for key and core accounts to deliver revenue growth and margin expansion
• Develop and implement account plans focused on retention, share gain, and long-term partnership development
• Build strong relationships with customer stakeholders at operational and executive levels
• Identify and drive cross-selling, upselling, and new application opportunities within existing accounts
• Own the end-to-end customer experience across key accounts, ensuring consistency, responsiveness, and quality
• Identify and eliminate friction points across quotation, order management, delivery, and after-sales support
• Partner with operations, supply chain, and quality teams to ensure reliable and on-time delivery performance
• Establish and track customer satisfaction metrics (e.g., OTIF, responsiveness, issue resolution, feedback loops)
• Deliver against revenue, margin, and pricing targets for the account portfolio
• Lead contract negotiations and pricing strategies aligned with market conditions and company objectives
• Drive forecast accuracy and demand visibility across key accounts
• Monitor market trends, customer demand shifts, and competitive positioning
• Lead, coach, and develop the Account Management and Inside Sales team
• Establish clear KPIs, performance expectations, and accountability frameworks
• Build a high-performance culture focused on execution, customer value, and commercial discipline
• Support talent development, succession planning, and capability building
• Act as the bridge between customers and internal teams (operations, engineering, supply chain, quality)
• Ensure commercial commitments are aligned with operational capabilities
• Lead cross-functional collaboration on key programs, escalations, and major opportunities
• Partner closely with Commercial Segment Directors to support execution of segment growth strategies, ensuring key account plans, resource priorities, and customer engagement activities are aligned with overall business growth objectives

Qualifications

• Bachelor’s degree in Business, Engineering, or related discipline (MBA preferred)
• 10–15+ years of experience in commercial leadership, account management, or strategic sales
• Proven track record managing key accounts in industrial, aerospace, or engineered materials environments
• Demonstrated success delivering profitable growth and leading high-performing teams
• Strong experience in pricing, contract negotiation, and customer relationship management

Successful candidate will have strengths in the following:

• Experience working in a cross-functional, matrixed organization
• Strong commercial acumen (pricing, margins, contract strategy)
• Customer-centric mindset with a focus on long-term partnerships
• Leadership and team development capability
• Ability to balance strategic thinking with execution discipline
• Excellent communication and stakeholder management skills
• Data-driven decision making and problem-solving
• Revenue growth and margin performance across key accounts
• Customer retention and share-of-wallet expansion
• Customer satisfaction and experience metrics (OTIF, responsiveness, issue resolution)
• Pipeline growth within existing accounts
• Forecast accuracy
• Team engagement and performance

Travel Requirements

• This role will be based in our Rutherfordton, NC facility
• Hybrid schedule with 1-2 days a week in-office required
• 30% domestic and international travel expected

Benefits

As a valued Trelleborg team member, you will enjoy:

• Competitive salary
• Annual variable bonus plan
• Generous benefits package: Health, Dental, Vision, STD, LTD, Life, 401k
• Tuition Reimbursement
• Paid time off
• Paid holidays
• Employee assistance program
• A rewarding career with greater opportunity for impact

Trelleborg is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to actual or perceived race, color, creed, religion, sex or gender (including pregnancy, childbirth or related medical condition, including but not limited to lactation), sexual orientation, gender identity or gender expression (including transgender status), ancestry, national origin, citizenship, age physical or mental disability, genetic information, marital status, veteran or military status or any other characteristic protected by applicable law.

At Trelleborg, our people are #ShapingIndustryfromtheInside