The posting
Commercial Sales Director – U.S. Refrigerants
Fluor & Energy Materials (F&EM), an Orbia Business
Location: Remote, United States Travel: Approximately 40-50% Function: Commercial Leadership
Location: Eastern or Central U.S. (Preferred: Atlanta, Houston, Boston, Louisiana)
About Orbia Fluor & Energy Materials:
You are purpose driven. Growth minded. Ready to stretch your potential. That’s the spirit of the community you will find at Orbia: where the purpose to advance life around the world drives our global team of over 23,000 every single day.
From creating solutions to deliver clean water, secure food supplies and reliable information to steering material advances that power the future of green and smart cities, transportation, and healthcare, we never settle for “good enough” when there’s an opportunity to make life better. Where purpose comes to life, it changes lives. This is what we live for.
Lead the Future of Refrigerants Across North America
Orbia Fluor & Energy Materials (F&EM) is seeking a strategic and commercially driven Sales Director, Refrigerants North America to lead one of the company's most important and profitable business segments. This executive-level leadership role is responsible for driving commercial growth, profitability, strategic customer partnerships, and organizational performance across North America while positioning the business for long-term success amid an evolving regulatory and sustainability landscape.
As a key member of the Refrigerants Leadership Team, you will shape commercial strategy, guide market expansion initiatives, lead a high-performing sales organization, and serve as an executive partner to customers, distributors, industry stakeholders, and internal leadership teams.
What You'll Do
- Own North American commercial performance, delivering revenue, margin, EBITDA, cash flow, and market share objectives for the Refrigerants Business Unit.
- Develop and execute regional commercial strategies that support long-term growth, customer retention, profitability, and market expansion across key segments including HVAC/R, Commercial Refrigeration, and Mobile Air Conditioning (MAC).
- Lead, coach, and develop a high-performing commercial organization while establishing a culture of accountability, collaboration, and continuous improvement.
- Build and maintain executive-level relationships with key customers, distributors, industry associations, and strategic stakeholders.
- Direct commercial negotiations, pricing strategies, contract management, and risk mitigation activities to maximize value creation.
- Partner with Business Development, Marketing, Operations, Supply Chain, Finance, Regulatory, and Product Management teams to align commercial priorities and optimize business performance.
- Lead forecasting, S&OP commercial inputs, account planning, CRM excellence, pipeline management, and sales performance reviews.
- Monitor industry trends, competitive activity, regulatory developments, and customer needs to identify growth opportunities and strategic risks.
- Oversee customer relationship management, dispute resolution, credit and payment performance, and commercial governance within company policies.
- Represent Orbia F&EM at major customer engagements, trade associations, industry conferences, and executive business forums.
What We're Looking For
- Bachelor's degree in Business, Chemistry, Chemical Engineering, Engineering, Marketing, or related field; MBA preferred.
- 15+ years of progressive commercial leadership experience within specialty chemicals, industrial manufacturing, refrigerants, HVAC/R, advanced materials, or related B2B industries.
- Proven success leading regional or national sales organizations with responsibility for revenue growth, profitability, market share, and strategic customer development.
- Demonstrated experience developing and executing commercial strategies while managing complex business and market dynamics.
- Strong experience negotiating high-value commercial agreements and managing Fortune 500 customer relationships.
- Deep understanding of pricing strategy, forecasting, P&L management, commercial analytics, and business planning.
- Experience operating within global matrix organizations and influencing cross-functional stakeholders at all levels.
- Proven track record of building, developing, and retaining high-performing commercial teams.
- Experience supporting regulated, sustainability-focused, or compliance-driven industries preferred.
- Strong executive presence with the ability to influence customers, business partners, and senior leaders.
- Experience with CRM platforms, sales analytics, and commercial performance management systems.
- Spanish language skills are a plus.
- Ability to travel approximately 40-50% within North America.
What Will Set You Apart
You are a strategic business leader who combines strong commercial acumen with exceptional relationship-building skills. You understand how to balance growth, profitability, and customer value while leading teams through market change and business transformation.
Successful candidates will bring:
- Executive leadership presence and the ability to influence at all organizational levels.
- Strong commercial and financial acumen, including experience managing revenue, margin, and EBITDA performance.
- Experience leading through industry transformation, regulatory change, and evolving market dynamics.
- A customer-centric mindset with a proven ability to build long-term strategic partnerships.
- Strong decision-making abilities supported by data, analytics, and sound business judgment.
- A passion for developing talent and building high-performing organizations.
- The ability to navigate complexity while driving alignment, accountability, and results.
We welcome purpose-driven dreamers, doers, and builders, recognising that it takes difference to make a difference. If you’re ready to bring your skills, talents, and perspective to moving your career, the company, people, and the planet forward, we’d like to hear from you.
We believe that every voice matters; every community deserves respect; and every challenge is an opportunity and united by empathy, we are stronger for our different perspectives. We are dedicated to building a more diverse, inclusive, and equitable workplace that supports the needs of all our employees regardless of their role, location, identity, and background.
The compensation for this position is typically around $151,000-$215,000 annually plus bonus. The actual base pay offered to the successful candidate will be based on multiple factors, including but not limited to job-related knowledge/skills, experience, geographical location, and internal equity.
The compensation package may also include short and long-term incentive compensation. We offer a comprehensive benefits package that includes healthcare coverage, a 401(k)-retirement savings plan, paid company holidays, paid vacation time, paid sick time, parental leave, short- and long-term disability leave, and an employee assistance program. At Orbia, we are committed to taking care of our employees and believe in providing comprehensive support so you can thrive at work and home.
Orbia is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, marital status, national origin, age, disability, genetic information, veteran status, or any other status protected by applicable federal, state, or local law.
