OCM - Commercial Director

A WORLD LEADER IN TESTING, INSPECTION & CERTIFICATION SERVICES

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City: Houston

State: Texas

OCM – Commercial Director

Objective of the Role

OCM's commercial model today relies mainly on account management. There is limited dedicated new-business capacity, no central governance of pricing and contract terms, and onboarding varies by site.

This role exists to change that. The Commercial Director leads North American OCM sales directly as a player-coach, establishes commercial governance and pricing control for OCM, and builds the hunter and farmer sales model the business will scale globally. Success is measured by revenue quality (recurring, multi-year, higher-value segments), not gross volume.

Roles and Responsibilities

1. Lead North America OCM Sales

• Directly lead the North America OCM commercial team (inside sales, account management, new business, marketing and lead generation): coverage design, coaching and performance management.

• Separate new-logo (hunter) and retention and expansion (farmer) roles, each with its own metrics and incentive plan.

• Recruit and onboard the first dedicated hunters (Power & Utilities, OEM) and a global key account manager, with reporting lines to be set by the organization buildout.

• Stand up centralized lead intake and routing with response SLAs.

• Run the sales operating cadence: pipeline reviews, forecasting, 3x pipeline coverage and win/loss analysis.

1. Sell Personally (Player-Coach)

• Carry a personal quota for new-logo and strategic accounts in priority segments: Power & Utilities (nuclear, gas, data-centre backup power), OEMs and lubricant majors.

• Lead complex pursuits, including OEM and white-label programs and utility procurement. Where cycles are long, use paid site-level pilots with pre-agreed rollout terms.

• Turn the existing OEM integration model into a repeatable offer.

1. Establish Commercial Governance and Pricing Control

• Build and own OCM pricing governance: rate cards, the discount authority matrix, the deal-approval workflow and contract standards.

• Lead the US pricing and revenue-leakage audit in LIMS, covering mispriced accounts, missed volume-break triggers and stale rate cards. Re-benchmark realized pricing against cost-to-serve and the competitive market.

• Introduce annual escalators and convert spot and annual business to multi-year agreements.

• Launch tiered service bundles (Core, Plus, Premium) to replace undifferentiated per-sample pricing. Partner with Operations and Quality on a governed method-substitution policy.

• Enforce bid/no-bid discipline: decline commoditized tenders that dilute margin or consume capacity needed for priority segments.

• Set concentration guardrails and lead diversification away from single-program revenue dependence.

1. Own the Commercial Side of Client Onboarding

• Own the commercial phases of the standardized onboarding playbook (handoff, integration, kits, pilot, training, go-live, hypercare) together with Operations and Digital.

• Track time-to-first-sample, time-to-first-report and onboarding satisfaction.

1. Collaborate Across the Business and Globally

• Act as counterpart to the VP of Sales, O&P Trade (North America): joint account planning, cross-selling and shared client coverage, with separate reporting lines.

• Hold dotted-line leadership of OCM sales in Spain and the global commercial role, aligning them on pricing governance, sales playbooks and Tier-1 account strategy.

• Shape the global OCM commercial organization as it is built out.

• Support commercial due diligence and client-book integration for acquired labs.

1. Report on Commercial Performance

• Report ARR, NRR, pipeline, pricing realization and multi-year contract share to the SVP, OCM, and enforce CRM discipline across the team.

Success Measures

First 12 Months

• North America new-logo ARR: target to be confirmed

• 3x pipeline coverage, and a passed Month-6 pipeline-coverage review (this review gates Year-2 hunter hiring)

• Pricing governance live: rate cards, discount matrix and approval workflow

• US LIMS pricing audit complete, with a recovery plan

• Escalators applied on renewals, and multi-year conversion under way

• Onboarding playbook run end-to-end on a new client

Plan Horizon

• Net revenue retention from 105% to 115%

• Multi-year contract share from under 25% to 75%+ (interim milestones to be confirmed)

Prerequisites

Required

• 5 to 10 years of B2B sales experience, including complex, multi-stakeholder sales

• Direct Oil Condition Monitoring experience, either as a provider (lab or service) or as a practitioner (lubrication or reliability program at an asset owner or OEM). A TIC background is not required.

• Relevant certifications (ICML, such as MLA, MLT or LLA; STLE, such as CLS or OMA) and/or a bachelor’s degree

• Demonstrated experience leading or coaching sales professionals

• Valid driver’s license; ability to travel up to 50%

Preferred

• Experience selling into power and utilities, OEMs or lubricant majors

• Experience with recurring-revenue or multi-year contract models and pricing governance

• CRM proficiency (Salesforce, HubSpot or Dynamics 365)

Skills Required

• Consultative technical selling: translating oil analysis results into reliability and cost outcomes for maintenance and reliability buyers

• Commercial and financial acumen: pricing, cost-to-serve, margin and contract structure

• Negotiation: MSAs, including data-rights and data-governance terms with OEMs

• Pipeline and forecast discipline: comfortable working from CRM and LIMS data

• Team building: coaching and building a team from a small base

• Cross-functional influence: working with Operations, Quality and Digital without direct authority

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