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Director, Commercial Strategy & Growth

Nabors Industries
Houston, USA
Full-time
Director · 8–12 years experience
Onsite
Discovered 1 weeks ago
Business development

Full Job Posting

Qualifications

  • Required
  • 8–12 years of progressive experience in commercial strategy, market intelligence, go-to-market strategy, sales excellence, pricing, tender management, business development, technology commercialization, fleet economics, or related B2B commercial roles.
  • 3–5 years leading commercial teams, cross-functional initiatives, or matrixed teams.
  • Demonstrated experience with market analysis, customer segmentation, go-to-market planning, pricing, tender or bid support, customer negotiations, business cases, forecasting, and commercial performance analysis.
  • Working knowledge of drilling-business economics, fleet utilization, capital investment evaluation, technology-enabled offerings, and customer value drivers.
  • Demonstrated ability to develop financial models and recommendations for commercial and investment decisions.
  • Ability to influence stakeholders and coordinate work across Sales, Operations, Engineering, Finance, Legal, Supply Chain, Marketing, Product, and Technology.
  • Ability to travel to customer, partner, industry, and company locations when required for essential responsibilities.
  • Preferred
  • MBA or another relevant advanced degree.
  • Experience in land drilling, oilfield services, industrial technology, or another asset-intensive B2B environment.
  • Experience supporting market-intelligence programs, go-to-market planning, tenders, contract renewals, or pricing governance.
  • Experience commercializing automation, software, performance-based services, or integrated drilling offerings.
  • Experience evaluating rig reactivations, major rebuilds, fleet deployments, capital upgrades, or similar investment decisions.

Responsibilities

  • Commercial Strategy, Market Intelligence & Growth Planning
  • Primary Skills: Corporate Strategy • Market Analysis • Marketing Research • Business Forecasting
  • Translate corporate and drilling-business priorities into annual commercial plans, growth initiatives, performance measures, and execution priorities for assigned markets and offerings.
  • Manage market intelligence, customer segmentation, competitor analysis, demand forecasting, and market-pricing assessments for assigned markets and offerings.
  • Monitor customer spending patterns, fleet utilization, industry developments, and competitive activity to identify growth opportunities and emerging commercial risks.
  • Translate market and customer insights into recommendations on commercial priorities, pricing, investment, and partnerships for leadership review.
  • Prepare market assessments and maintain a forward-looking view of market conditions to support commercial decisions.
  • Go-to-Market Strategy, Sales Excellence & Commercial Performance
  • Primary Skills: Marketing Strategies • Sales Optimization • Sales Forecasting • Performance Analysis
  • Develop and execute go-to-market plans for drilling services, technologies, automation, software, and integrated commercial offerings within approved strategy.
  • Define target customer segments, value propositions, commercialization pathways, and customer-adoption approaches for assigned offerings.
  • Manage Sales Excellence analytics and support activities and implement standard commercial processes, opportunity tracking, forecasting, reporting, and performance metrics across assigned regions and business lines.
  • Partner with Sales, Marketing, Product, Operations, and Technology to align go-to-market execution with customer demand and growth priorities.
  • Monitor go-to-market and commercial performance and recommend actions based on customer adoption, pipeline health, forecast accuracy, value capture, and market conditions.
  • Pricing Strategy, Tender Management & Commercial Governance
  • Primary Skills: Pricing Support • Revenue Management • Opportunity Management • Risk Analysis
  • Maintain pricing guidance, customer value models, contract structures, and commercial frameworks for the Lower 48 drilling fleet and other assigned business scopes.
  • Conduct commercial reviews for bids, tenders, contract renewals, pricing exceptions, and negotiation strategies, escalating significant or strategic opportunities to leadership.
  • Coordinate tender and bid-strategy development, including win strategy, commercial positioning, cross-functional inputs, milestones, assumptions, risks, and decision points.
  • Support customer negotiations and ensure commercial recommendations and submissions align with approved objectives, risk tolerance, and delegation of authority.
  • Track pricing realization, tender activity, win performance, opportunity status, and lessons learned to improve future decisions and margin performance.
  • Strategic Partnerships, Business Development & Technology Commercialization
  • Primary Skills: Business Development and Growth • Business Development Plans • Technology Marketing • Project Leadership
  • Support commercial development of approved strategic partnerships, alliances, technology-integration opportunities, and other growth initiatives.
  • Serve as commercial lead for assigned initiatives from opportunity identification through business-case development, negotiation support, implementation planning, and value realization.
  • Partner with Product, Engineering, Operations, and Technology to commercialize Nabors technologies and develop commercial models for deployment opportunities.
  • Support bundling of drilling services, automation, software, and performance-based offerings into differentiated customer solutions and new revenue opportunities.
  • Assess customer value, commercial risk, resource requirements, adoption potential, and expected return for proposed growth initiatives.
  • Fleet Investment, Customer Economics & Commercial Analytics
  • Primary Skills: Internal Valuation • Financial Analysis • Capital Budgeting • Research Analysis
  • Perform commercial evaluation of rig reactivations, major rebuilds, capital upgrades, deployments, and fleet-optimization initiatives.
  • Partner with Engineering and Operations to develop credible project scope, cost estimates, utilization assumptions, commercial inputs, and implementation considerations.
  • Develop customer value models, economic comparisons, investment analyses, and financial models supporting negotiations, capital decisions, and strategic opportunities.
  • Evaluate investment returns, demand, pricing, risk, and value creation and provide leadership with scenarios, tradeoffs, and recommendations.
  • Analyze commercial and financial performance and recommend corrective actions where results differ from approved assumptions or plans.
  • Cross-Functional Leadership & Organizational Alignment
  • Primary Skills: Cross-functional Teamwork • Strategic Leadership • Business Judgment • Communication Skills
  • Coordinate Sales, Operations, Engineering, Finance, Legal, Supply Chain, Marketing, Product, and Technology activities for assigned opportunities and initiatives.
  • Maintain clear accountabilities, review cadences, escalation points, and deliverables for cross-functional work.
  • Drive timely decision follow-through and project execution while escalating matters outside delegated authority.
  • Present commercial insights, recommendations, economics, risks, and tradeoffs clearly to senior leaders, customers, partners, and internal stakeholders.
  • Build commercial capability within the team through standard practices, tools, knowledge sharing, coaching, and lessons learned.
  • Additionally,
  • Represent Nabors in customer, partner, industry, and internal forums relevant to commercial strategy and growth.
  • Develop commercial playbooks, analytical tools, training materials, case studies, and process-improvement recommendations.
  • Support commercial due diligence, integration planning, and other strategic reviews when requested by leadership.
  • Perform other related duties consistent with the position’s purpose and level.
  • Bachelor’s degree in Business, Finance, Economics, Marketing, Engineering, or a related field; equivalent relevant commercial leadership experience may be considered.
  • Primary Skills: Corporate Strategy
  • Market Analysis
  • Marketing Research
  • Business Forecasting
  • Primary Skills: Marketing Strategies
  • Sales Optimization
  • Sales Forecasting
  • Performance Analysis
  • Primary Skills: Pricing Support
  • Revenue Management
  • Opportunity Management
  • Risk Analysis
  • Primary Skills: Business Development and Growth
  • Business Development Plans
  • Technology Marketing
  • Project Leadership
  • Primary Skills: Internal Valuation
  • Financial Analysis
  • Capital Budgeting
  • Research Analysis
  • Primary Skills: Cross-functional Teamwork
  • Strategic Leadership
  • Business Judgment
  • Communication Skills

Preferred Qualifications

  • Preferred

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