Senior Vice President, Principal Management - Azelis US

Senior Vice President, Principal & Product Management – Azelis US

Location: United States Remote Reports to: Managing Director, US Direct Reports: Principal Management Team and Product Management Team Function: Commercial Leadership / Strategic Supplier Partnerships

Position Summary

The Senior Vice President, Principal & Product Management is a senior commercial leadership role responsible for leading Azelis US's principal development and product management strategy across all market segments.

Reporting directly to the Managing Director, US, this executive will lead both the Principal Development and Product Management teams, with full accountability for strategic supplier partnerships, product portfolio performance, pricing and margin optimization, sales forecasting, and profitable growth across the US business.

This role combines external supplier leadership with internal commercial portfolio ownership, ensuring strong alignment between principal strategy, product lifecycle management, pricing discipline, demand planning, and sales execution. The SVP will serve as a key member of the US leadership team and play a critical role in strengthening Azelis's position as the partner of choice for suppliers while driving disciplined commercial decision-making across all market segments.

This leader will work cross-functionally with Sales, Market Segment Leaders, Supply Chain, Technical Labs, Finance, HR, and Global Commercial Leadership to maximize growth, profitability and long-term strategic partnerships.

Key Responsibilities

Principal Strategy & Relationship Leadership

• Develop and execute the US principal management strategy across all market segments
• Build and maintain executive-level relationships with key principals and strategic supplier partners
• Serve as the senior escalation point for supplier opportunities, negotiations, and relationship risks
• Lead executive business reviews with key principals to align on growth priorities, innovation pipelines, and performance expectations
• Drive supplier retention, expansion, and new principal acquisition opportunities
• Partner with market segment leaders to identify white-space opportunities and growth initiatives.
• Manage new principal mandate opportunities and risk
• Establish and implement standardized processes for principal development activities across market segments, including target-setting, new mandate pitches and supplier expectation management
• Support supplier due diligence and integration activities related to acquisitions

Product Management & Portfolio Leadership

• Lead the Product Management and team across all US market segments
• Drive portfolio optimization to maximize revenue growth, margin performance, and strategic fit
• Evaluate product mix, supplier concentration, and market opportunities across all business segments
• Partner with commercial teams to align portfolio strategy with customer demand and market trends

Pricing & Margin Management

• Establish and lead pricing strategy across product categories and market segments
• Drive price optimization and margin expansion initiatives
• Develop governance around pricing approvals, discount structures, and price realization
• Monitor gross profit performance and identify opportunities to improve profitability
• Partner with Sales leadership to ensure pricing discipline and margin accountability
• Establish reporting and dashboards to track price realization and gross margin trends

Sales Forecasting & Demand Planning

• Lead the commercial sales forecasting process in partnership with Sales, Supply Chain, and Finance
• Improve forecast accuracy to support inventory management, principal commitments, and financial planning
• Monitor pipeline activity, market demand, and customer trends to inform forecasting assumptions
• Support S&OP and working capital optimization processes

Team Leadership & Organizational Development

• Lead, coach, and develop the Principal Management and Product Management teams
• Establish clear roles, responsibilities, and performance expectations
• Build succession and talent development plans within both functions
• Create consistent ways of working, governance, and reporting across the teams
• Foster strong collaboration across Sales, Supply Chain, Finance, Technical, and HR teams
• Develop high-potential talent and strengthen organizational capability

Commercial Performance Management

• Develop KPIs and dashboards for supplier performance, portfolio growth, margin trends, and forecast accuracy
• Use data and analytics to drive strategic decision-making and corrective actions
• Drive accountability for revenue, GP, margin, and working capital outcomes
• Regularly present business performance and strategic priorities to the US leadership team

Qualifications

• Bachelor's degree required; MBA preferred
• 15+ years of progressive leadership experience in commercial, supplier, principal, or product management roles
• Significant experience in specialty chemicals, ingredients, distribution, or related B2B industries
• Proven success leading strategic supplier relationships and commercial portfolio management
• Strong leadership experience managing and developing teams
• Executive presence with strong influencing and negotiation skills
• Strong financial, pricing, and margin management acumen
• Experience operating in a matrixed, multi-segment organization
• Demonstrated ability to lead cross-functional initiatives and drive results

Success Measures

• Principal retention and growth
• New principal wins and supplier expansion
• Portfolio profitability and optimization
• Gross margin expansion
• Pricing realization and discipline
• Forecast accuracy
• Working capital / inventory efficiency
• Team capability and succession strength
• Revenue and GP growth across market segment