Commercial Director, Carbon Management Platform
Location
Minnetonka, MN | United States
Job description
At World Fuel Services, our employees are the key to our global success. We are industry leaders due to the innumerable talents of our approximately 5000 strong professional team. Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued. Our high-performance culture is what allows us to drive sustained growth. Stronger together, we promote an environment where individuals can thrive.
The
Commercial Director, Carbon Management Platform is responsible for the development, promotion, and commercial success of our cloud-based customer carbon reporting and decarbonization management system, as part of the global Sustainability Advisory business. This key role has overall responsibility for lifecycle growth of the platform and associated revenue by defining our offerings and value proposition, engaging with internal and external stakeholders, and acting as the primary point of contact for our commercial teams (direct sales, account owners) to meet growth expectations. In addition, the incumbent will be responsible for developing value-added offerings to meet a range of client needs, and work with our Carbon Accounting Operations and Sustainability Advisory teams to ensure seamless implementation and ongoing client success. Working as part of a high-profile and rapidly expanding sector of the business, the role will be adept at managing multiple opportunities, engaging across teams, and meeting customer expectations.
Primary Responsibilities Commercial Engagement and Growth
- Serve as the overall Carbon Impact Platform lead globally to support customer acquisition throughout the entire customer lifecycle.
- Proactively engage with commercial teams and directly interact with clients to drive business growth. Develop proposals, costs and pricing aligned with client expectations.
- Serve as primary external resource to the market on the topic globally. Grow customer and prospect awareness of services and capabilities, positioning World Kinect as a market leader through delivery of market and customer-facing activities including training, webinars, and conference participation.
- Continuously engage externally with customers, end users, and subject matter experts to determine required product functionality and to understand customer priorities.
- Understand the full scope of sustainability and WKC products and services to effectively leverage the WK client base and cross-segment opportunities.
Business Strategy Development and Planning
- Serve as the primary market owner of the Carbon Impact Platform globally.
- Manage the strategic plan to ensure business growth and profitability.
- Continually evaluate customer needs and market dynamics impacting the business.
- Identify and prioritize market segments and geographies that have the greatest growth and revenue potential within region.
- Identify and evaluate industry acquisition targets that support or are complementary to the advisory strategy and have the potential to expand reach and accelerate growth and revenue generation.
Product & Service Development
- Develop, implement, and maintain the relevant suite of offerings supported through the platform to ensure market relevance and competitiveness.
- Support the development of new offers to take advantage of new business models or opportunities created by changes in regulatory, incentive or market/demand structures.
- Work cross-functionally within the Sustainability team to diversify strategies across different revenue models to maximize revenue potential. Potential structures could include success-based, brokerage, revenue sharing, and partnerships and spread margins.
- Maintain knowledge of sustainability advisory markets, growth of new and emerging markets to identify new product and service opportunities.
- Develop the appropriate service levels and associate pricing models.
- Work closely with the internal IT organization to ensure seamless execution.
- Facilitate product training for users and other stakeholders.
Financial and Business Management
- Work with the Global Director, Sustainability Advisory on development of annual performance targets.
- Develop and manage all relevant performance and financial KPIs associated with the business.
- Track, monitor and report on the proposal and project pipeline, including financial forecasting.
Leadership and Cross Functional Engagement
- Leads collaboration and coordination across other service delivery teams to enable product delivery as part of a customers' holistic journey to carbon neutrality.
- Closely aligns with existing Sustainability leads) to drive growth and synergy across clients.
- Provide education and training to commercial teams and other functional areas regarding the platform, positioning, and capabilities.
- Assume a leadership role throughout the customer lifecycle, to continue to identify new opportunities for growth.
- Work cross functionally with other teams, including but not limited to carbon accounting (CFR) and sustainability consulting.
Additional Responsibilities The incumbent must be able to communicate effectively, build relationships and work closely with internal and external stakeholders including clients, third-party vendors, and peers across the World Kinect Energy Services global team. Must be comfortable and proficient in presenting advisory and sustainability products and services, internally and externally.
Experience and Skills - 10+ years of relevant experience.
- Expertise in carbon accounting protocols across all emissions scopes and carbon reporting frameworks, regulatory environment, structures, and 3rd party ratings.
- Experience developing and delivering software-based solutions in the sustainability and carbon management space.
- Ability to formulate and articulate customer-specific carbon accounting and mitigation strategies.
- Ability to engage across a matrix organization, to ensure cross-functional alignment.
- Strong technical understanding of the wide range of sustainability strategies and decarbonization solutions available in the market, and ability to assess new and complimentary technologies to identify new opportunities.
- Strong technical and project management skills, including experience with appropriate software tools.
- Strong problem-solving and organizational skills.
- General business and financial acumen plus evidence of customer-service orientation.
- Exemplary executive communications, facilitation, and influencing skills.
- Effective team player who excels at performing in a collaborative environment.
- Track record of delivering business results for complex, cross-functional initiatives while managing multiple competing priorities
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World Fuel Services, is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
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