A Place Where People Matter.
Start your career journey with Univar Solutions! Here you can make an impact on the world around you and accelerate your career in areas that energize and excite you.
Owner of the I+S Commercial Operating System
Business: Ingredients + Specialties (I+S) • Reports to: SVP – Innovation, Growth & Strategy • Location: The Woodlands, TX / Hybrid • Experience: 10+ years
The Director, Revenue Operations owns the commercial operating system for the Ingredients + Specialties business — the process, technology, data, planning, and operating rhythm the entire go-to-market organization runs on. This is the “run the engine” seat: it does not sell, set price, build AI models, or author growth strategy. It makes the commercial machine faster, cleaner, and more predictable, and its distinctive contribution is owning the seams — the handoffs, definitions, and shared rails — where value is lost between functions.
1. Commercial Operating System & GTM Process Architecture
Design and enforce clean handoffs across Marketing, Field and Virtual Sales, Customer Service, and Technical, so no opportunity or customer falls between teams.
2. CRM & Commercial Technology Ownership
3. Commercial Analytics, Reporting & KPIs
Own the single source of truth — dashboards, scorecards, the Sales Excellence (SFE) metric set, and the business definitions behind every number.
5. Sales Planning: Coverage & Quota
Own the segmentation-to-coverage design and territory/quota governance, so segmentation drives coverage. BU leaders own the final deployment decision; this role owns the design, the rules, and the discipline.
6. Sales Enablement Operations
Own the enablement operating infrastructure — content operations, competency frameworks, certification, and onboarding-to-tools.
Partner with Commercial Development (under Sales, owning coaching and delivery) so content, data, and measurement stay one loop.
7. Commercial Program Management & Operating Rhythm
Orchestrate the operating rhythm — MOR / MPR / QBR agendas, data packs, decisions, and action tracking.
8. Commercial Data Governance & Hygiene
Total System Design & Handoff Ownership
The eight areas above are the parts of the system; this role’s distinctive job is to make them work as one. The largest performance leakage sits at the seams between functions, not inside them — and this seat owns closing them.
Handoff design and enforcement. Define every material handoff — MQL SQL, lead opportunity, opportunity order, order CS case, escalation Sales, Field Virtual, KAM Field — with stage definitions, ownership, SLAs, and closed-loop measurement.
Authority boundary. Own the design, standards, instrumentation, and measurement of every handoff; the decision to move people or restructure a function stays with the owning line (Sales, Customer Service, or the BU), sponsored through Strategy.
Single ownership of the commercial tech stack. One business owner across Salesforce, Service Cloud, demand-gen attribution, CS case logging, and seller-facing tools, plus the rails through which pricing surfaces to sellers. Pricing owns the engine; Data & AI owns the platform; this seat owns adoption, integration, and the connective rails.
System-level scorecard. Own the cross-functional metrics no single function can — seller time redeployed to customers, handoff cycle-time and leakage, SLA adherence, adoption, and the through-line from segmentation coverage productivity CM$.
Building Human Capability
A governed operating model only works if the commercial teams can run it. This role closes that gap through clarity, accountability, and support for functional leaders — not mandate.
Coach the sales manager. Supply the tools, playbooks, dashboards, and enablement that make managers effective and let leaders drive decisions.
Playbooks tied to the value levers. Codify commercial playbooks for the plays that move the business — Field focus on higher-value accounts, KAM HQ-overlay, Virtual account-transition governance, Winback / Retention / Spot, demand-generation deployment, and the CS-escalation redesign.
Adoption is the measure, not deployment. Success is usage, cleaner data, faster cycle time, and lower administrative burden — never “features shipped.”
Change management as a standing capability. Communications, training design, adoption instrumentation, and post-launch tuning for a continuous change agenda, not one-off rollouts.
Success Measures — First 12–18 Months
Qualifications & Experience:
10+ years in revenue / commercial operations, sales operations, commercial excellence, or GTM operations, including 3+ years leading teams.
Univar Solutions is a leading, global distributor of chemicals and ingredients essential to the safety, health, and wellbeing of our daily lives from life-saving medicines and vitamins to hand sanitizers and industrial materials used for cleaning, construction, and more. Our global team of more than 9,500 employees support our vision to redefine distribution and be the most valued chemical and ingredient distributor on the planet!
We offer a Total Rewards package that includes market aligned pay and incentives as well as a diverse benefits offering to support our employees’ physical, emotional, and financial wellbeing.
Univar Solutions supports sustainable solutions for the world around us so that we can do our part to help keep our communities healthy, fed, clean, and safe!
We are committed to a diverse workforce and a culture of inclusion. Together, we are building a culture that acknowledges the unique experiences, perspectives and expertise of individuals and provides the development and growth opportunities to empower us to redefine our industry.
Univar Solutions is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on their race, gender, sexual orientation, gender identity, religion, national origin, age, disability, veteran status, or other protected classification. We are committed to working with and providing reasonable accommodations to individuals with disabilities. If you require a reasonable accommodation due to a disability during the hiring process, please contact us at [email protected].
Univar Solutions does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms (collectively Recruiting Firms). Recruiting Firms must enter into a Master Services Agreement (MSA) with Univar Solutions prior to submitting any information relating to a potential candidate. All searches must be initiated by Univar Solutions' Talent Acquisition team and candidates must be submitted via Applicant Tracking System (ATS) by approved vendors who have been expressly requested to make a submission for a specific job opening. No placement fees will be paid to any firm unless the aforementioned conditions have been met. Contacting our hiring managers directly is prohibited.
