At DuPont, our purpose is to empower the world with essential innovations to thrive. We work on things that matter. Whether it’s providing clean water to more than a billion people on the planet, producing materials that are essential in everyday technology devices from smartphones to electric vehicles, or protecting workers around the world. Discover the many reasons the world’s most talented people are choosing to work at DuPont. Why Join Us | DuPont Careers

Job Summary

The Head of Commercial Enablement is responsible for strategically transforming and optimizing commercial processes to drive operational excellence and accountability across sales, marketing, and customer service. This pivotal role will establish a robust framework for enhancing sales excellence, optimizing offer management, enhancing competitive intelligence, strengthening channel management, and leading the sales academy.

This position partners with business area leadership and cross-functional teams in marketing, sales, customer service, product, IT, and finance to optimize operations and align organizational priorities with strategic goals.

This role will lead high-impact initiatives that standardize processes to ensure that commercial teams and channel partners operate efficiently, leverage data-driven insights, and continuously develop commercial capabilities to achieve sustainable revenue growth and profitability. 

This role reports to Chief Commercial Officer and will be based in Wilmington, DE. The selected candidate is expected to be onsite 3 days a week. Candidates outside the area willing to relocate will be considered if qualified.

Primary Duties & Responsibilities

Sales Excellence & Process Optimization

Lead the standardization of commercial processes by developing and implementing best-in-class sales processes, methodologies, and tools to drive efficiency and effectiveness.

Develop commercial technology roadmap aligned with customer and business needs to optimize CRM utilization, sales forecasting, pipeline management, and sales performance metrics.

Identify and champion opportunities to leverage AI and automation technologies to streamline operations, reduce manual processes, and elevate overall productivity across commercial functions.

Establish and monitor key performance indicators (KPIs) to track and enhance sales productivity.

Drive cross-functional collaboration with marketing, product, and finance teams to align sales strategies with business objectives.

Offer Management & Pricing Strategy

Develop pricing governance to ensure effective pricing strategies and compliance with established frameworks to maximize revenue and profitability.

Standardize value-based pricing models and discounting frameworks across the organization.

Competitive Intelligence & Market Insights

Establish a structured approach to gathering and analyzing competitive intelligence, market trends, and customer insights.

Develop benchmarking reports, competitive battle cards, and strategic recommendations for sales teams.

Drive the adoption of analytics tools and AI-driven insights to enhance decision-making in sales and commercial operations.

Provide strategic guidance on market entry, expansion opportunities, and pricing competitiveness.

Channel Management & Partner Strategy

Develop and implement a structured framework and best practices to define a channel management strategy to maximize indirect sales performance.

Define channel partner segmentation, performance metrics, and incentive structures to drive growth.

Ensure channel partners receive the necessary training, tools, and insights to effectively sell and support the company’s solutions.

Align direct and indirect sales strategies to minimize channel conflict and optimize revenue growth.

Sales Academy & Talent Development

In collaboration with the Learning & Development team, design and oversee the Sales Academy to elevate the skills, knowledge, and capabilities of both direct and indirect sales teams.

Implement structured training programs, including onboarding, product training, sales methodologies, negotiation techniques, and leadership development.

Establish a coaching culture with structured mentorship programs and continuous learning initiatives.

Measure and track the impact of training programs on sales performance and business outcomes.

Education & Experience

Required:

Bachelor’s degree in business, Marketing, Engineering, or a related field; MBA preferred.

10+ years of experience in commercial excellence, sales operations, channel management, or strategic sales leadership roles.

Strong expertise in sales processes, CRM systems (e.g., Salesforce, Microsoft Dynamics), and sales analytics.

Proven track record in offer management, pricing strategies, and competitive intelligence.

Experience in designing and implementing sales training and enablement programs.

Deep understanding of channel management strategies, partner programs, and distribution models.

Excellent analytical skills with the ability to translate data into actionable business insights.

Demonstrated ability to lead large-scale change projects, focusing on process improvement, operational excellence, and effective risk management.

Strong ability to build and sustain relationships with senior leaders and cross-functional teams, facilitating collaboration and strategic alignment within the organization.

Strong leadership, communication, and stakeholder management skills.

Preferred:

Prior Distribution and Key account sales experience

MBA

#LI-EH1

Join our Talent Community to stay connected with us!

On May 22, 2024, we announced a plan to separate our Electronics and Water businesses in a tax-free manner to its shareholders. On January 15, 2025, we announced that we are targeting November 1, 2025, for the completion of the intended separation of the Electronics business (the “Intended Electronics Separation”)*. We also announced that we would retain the Water business. We are committed to ensuring a smooth and successful separation process for the Future Electronics business. We look forward to welcoming new talent interested in contributing to the continued success and growth of our evolving organization.

(1)The separation transactions are subject to satisfaction of customary conditions, including final approval by DuPont's Board of Directors, receipt of tax opinion from counsel, the filing and effectiveness of Form 10 registration statements with the U.S. Securities and Exchange Commission, applicable regulatory approvals, and satisfactory completion of financing.  For further discussion of risks, uncertainties and assumptions that could impact the achievement, expected timing and intended benefits of the separation transactions, see DuPont’s announcement.

DuPont is an equal opportunity employer. Qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability or any other protected class. If you need a reasonable accommodation to search or apply for a position, please visit our Accessibility Page for Contact Information.

DuPont offers a comprehensive pay and benefits package. To learn more visit the Compensation and Benefits page.