Driving Commercial Transformation for Specialty Chemicals Client through Candela's Custom Services
The largest business unit within a global chemicals company — a long-time leader in high-performance industrial additives — had lost its commercial edge. Despite strong technical capabilities and a legacy customer base, the unit was experiencing declining market share and falling margins. Each region operated independently, pricing was inconsistent, and internal investment was spread across too many low-impact initiatives. With pressure mounting from corporate stakeholders and the board, the business unit needed a plan to reset the trajectory — fast.
Fragmented go-to-market approach across geographies and customer segments
Profitability had eroded due to reactive pricing, weak channel discipline, and high cost-to-serve
No clear prioritization across products, regions, or innovation bets
Commercial and functional teams lacked shared goals and operating rhythm
Candela was brought in to lead a Custom Engagement — designing and operationalizing a full commercial transformation. Our approach combined strategy definition, operating model design, and execution planning to rebuild commercial momentum and restore profitability.
Strategy Definition
We worked with BU and corporate leadership to rearticulate the commercial strategy — focusing the business on
High-margin geographies and applications
Streamlined innovation priorities aligned to macro trends and margin opportunity
Customers and segments where differentiation could be monetized
Clear rules for where (and how) to compete
Operating Model Redesign
We helped shift the BU from a siloed regional structure to a unified global model. Key shifts included
Connecting strategic goals, execution tactics, and performance measurement from business unit strategy through front-line operations
Reorganizing sales coverage around margin and opportunity potential
Creating a formal Global Key Account structure
Transformation Program Architecture
We designed a cross-functional transformation program with measurable value creation across the commercial value chain
Pricing discipline to eliminate erosion and raise yield
Supply chain and production optimization to reduce cost-to-serve
Channel rationalization and performance management
Organizational restructuring to align incentives, coverage, and capabilities
Each initiative had a clear owner, sequence, and expected P&L impact — all housed within a transformation roadmap aligned to corporate reporting timelines.
Expanded Operating Margins
Designed a plan that successfully delivered its predicted impact of 300bps.
Increased Profit
Grew EBITDA by 20% over three years
Aligned Commercial Organization
Aligned global teams behind a shared strategy and operating model for the first time
Shifted Strategic Focus
Positioned the BU to grow share in strategic accounts and reduce drag from low margin products and customers
This wasn’t just a strategy deck — it was a transformation blueprint built for execution. Candela partnered closely with BU leadership to translate ambition into operational plans, and empowered the team to successfully deliver tangible results.
