The Hertz Corporation Senior Director Sales Commercial Quality and Governance in Estero, Florida

General Responsibilities

The primary missions of the Senior Director, Sales Commercial Quality & Governance are:

  1. Lead the development and refinement of commercial quality processes for global sales, including delivering commercial excellence at all stages of the customer lifecycle: New Opportunity/Renewal Opportunity, Quality, Customer Solution/Value Proposition, Negotiation and Close/Account Relationship.

  2. Implement and lead a customer-centric contract approval process, workflow, outputs and decision quality; ensure continuous improvement plans are activated and risks to Hertz mitigated.

  3. Build a manage a high performing commercial contracts team – analysts, administrators, blackbelt, etc.

  4. Develop and manage operating mechanisms that further leadership visibility to all necessary information in ‘best’ commercial business decision making; improve organization transparency to deals.

  5. Design and implement with VP Sales Strategy & Operations a business operating system to increase sales organization understanding of impact of deals (individually and collectively) within the Hertz portfolio.

  6. Develop strategy with VP Sales Strategy & Operations for the positioning of Hertz in deal negotiation, in support of sales team success in achieving growth – revenue, margin and customer/partner satisfaction.

  7. Support VP Sales Strategy & Operations with insights and ideas as a key contributor to sales strategy.

  8. Partner with Sales Strategy & Operations leadership team peers and VP Sales Strategy & Operations to enhance performance reporting analytics, sales technology/CRM, sales effectiveness, customer experience and segment/channel strategy.

Additional responsibilities and core functions include:

  • Liaise with teams across the organization (Revenue Management/Pricing, Finance, Marketing) as well as with external consultants, customers and partners. Identify and champion projects that will have commercial and business impact.

  • Stay current on segment/channel portfolio and market, competition, and trends including analyzing current commercial tactics, concepts, practices and procedures

Key result areas:

  • Develop, implement, and measure contract and pricing processes to ensure on-time delivery of customer-centric solutions

  • Ensure salesforce effectiveness and contract decision making is on time, and in the best interest of the Hertz portfolio, as we serve our customers and partners.

  • Develop and implement processes to ensure the Sales organization meets overall financial targets

  • Develop and implement processes to maximize value to our customers – B2B, partners, associations, inbound, retail indirect, replacement, ES, government, etc.


Mandatory Requirements

Educational Background:

  • Undergraduate degree in business, finance, engineering or similar field

Professional Experience:

  • 10-15 years of professional experience within retail, travel, hospitality with a focus on sales, finance, pricing, quality. Other industries acceptable if able to demonstrate relevant correlation


  • Demonstrated ability to work in, across, and with large teams

  • Demonstrated project management experience for a broad range of topics and scope, including experience in large scale project management

  • Established track-record of influencing stakeholders from other functional areas with limited formal authority

  • Excellent written and verbal communication skills. Comfort communicating across all levels within the organization

  • Effective organization and time management skills with ability to work under pressure and adhere to project deadlines.

  • Advanced Microsoft Suite product knowledge (e.g., Powerpoint, Excel)

  • Proven verbal and written communication

  • Positive attitude

Preferred Requirements


Job ID 151639

# Positions 1

Pos. Category Sales

Division RAC

Position Type Regular Full Time