Director of Commercial Strategy

Description

Vandalia Rental is seeking a data-driven business leader to help scale a growing multi-location organization by creating consistency, accountability, and strategic execution across sales, CRM, marketing, and revenue operations.

This role partners closely with organizational leadership across multiple disciplines to transform growth objectives into repeatable processes, standards, reporting, and infrastructure that support continued expansion.

The successful candidate will be equally comfortable analyzing data, building systems, defining standards, solving operational challenges, and working directly with field leaders to improve execution. This is an opportunity to shape how a growing organization strategically scales while ensuring appropriate pricing discipline, profitability, customer experience, and operational effectiveness.

Key Result Areas

Commercial growth strategy and execution planning: Own the translation of company revenue goals into practical commercial plans through market prioritization, customer segmentation, growth plans, pricing strategy, sales channel strategy and identifying where and how the company should focus resources to drive profitable growth.

Revenue Operation infrastructure: Build and manage the systems, process, reporting, and cadence that make the sales organization scalable, including CRM discipline, sales pipeline management, forecasting, sales activity standards, quote/order process, lead management, account planning and commercial dashboards.

Pricing, margin and rate discipline: Create visibility and accountability around pricing best practices, margin leakage, and customer profitability expectations. 

Sales performance management analytics: Develop the scorecard, KPIs and operating rhythms that help leadership understand what is working and what is not, including territory performance, salesperson productivity, branch-level sales execution, win/loss analysis, customer acquisition, retention, wallet share, quote conversion, pipeline quality and leading indicators of future revenue.

Cross-functional commercial alignment: Serve as the connection between sales, operations, finance, marketing, asset management and executive leadership.

Salary and Benefits

• Annual salary commensurate with experience and qualifications - $190,000+ annually
• Short and Long-Term Incentive opportunities
• $1219 monthly truck allowance
• 401(k) - 100% match, up to 6% of your salary with no vesting period
• Medical, dental, vision insurances
• $50,000 life and AD&D policy at no cost
• PTO and paid holidays
• Relocation provided as necessary - Position is on-site in Dayton, Ohio area

Requirements

• Bachelor's degree in Business Administration, Sales Management, Marketing, Operations Management or related field required. 
• Equivalent combination of education and progressively responsible leadership experience will be considered.
• Progressive experience in sales leadership, marketing, revenue operations, commercial strategy, business development, or related business functions.
• Experience in equipment rental, construction services, or other B2B, utilization-driven industries preferred.
• Strong analytical skills with the ability to translate strategy into execution.
• Demonstrated success building processes, systems, reporting, and performance frameworks that improve business results.
• Strong communication, influence, and change-management capabilities.
• Must be authorized to work in The United States, speak and read English proficiently, have a valid driver's license, able to work in an office environment and visit customer job sites including construction and industrial sites.
• Travel to branch locations, customer locations and trade shows as required. 

What Success Looks Like

• Consistent sales execution and alignment across all revenue operations.
• Strong adoption of CRM standards, reporting, and pipeline management practices.
• Pricing discipline and profitability.
• Effective alignment between all sales activities. 
• Scalable processes, training, reporting, and performance management systems that support continued growth.

The Ideal Candidate

You are a builder who enjoys solving complex business problems using multiple data sources to develop appropriate, go to market strategies, and execution. You understand how growing organizations strategically scale and can architect the systems, standards, and operational discipline required to support that growth. You are comfortable working across departments, influencing leaders, and turning strategy into measurable results.

Most importantly, you are energized by the opportunity to have a lasting impact on a successful company entering its next stage of growth.