Commercial Director

ChatGPT said: The Commercial Director, part of the Executive Leadership Team, drives revenue growth, market share, and customer satisfaction. This role leads the execution of commercial strategies and oversees sales and marketing structures, processes, and teams to achieve business results.

JOB SUMMARY

The Commercial Director is a key member of the Executive Leadership Team, responsible for delivering the company’s revenue growth, market share expansion, and customer satisfaction objectives. This role is accountable for executing commercial strategies that directly impact financial performance and leads the design and delivery of sales and marketing structures, processes, and teams to drive measurable business outcomes. 

KEY RESPONSIBILITIES

Revenue Ownership & Strategic Delivery

• Own and deliver annual revenue, market share, and profitability targets.
• Translate corporate objectives into actionable sales and marketing strategies with measurable outcomes.
• Expand into new markets, optimize existing channel performance, and capitalize on emerging customer and product opportunities.
• Monitor and adjust sales and marketing execution to ensure achievement of financial KPIs, ROI, and customer satisfaction targets

Sales Leadership

• Lead the national and regional sales operations across all channels and segments.
• Set and cascade individual and team sales targets aligned with enterprise objectives.
• Drive pipeline management, forecast accuracy, and sales discipline to support production and supply chain planning
• Identify and execute revenue growth opportunities, including new partnerships, accounts, and distribution strategies

Marketing Execution

• Lead the marketing function across branding, digital, product marketing, campaigns, communications, and research.
• Ensure that marketing investments are tracked and optimized based on ROI and market impact.
• Align go-to-market efforts with customer insights, competitor intelligence, and evolving industry trends.
• Leverage data and customer feedback to continuously improve campaigns and brand relevance.

Executive Collaboration & Operational Alignment

• Serve as an active and collaborative member of the Executive Team, contributing to enterprise-wide strategy and operational execution.
• Ensure seamless integration between Sales, Marketing, Production, Logistics, and Finance to support market demand, inventory planning, and fulfillment.
• Act as a commercial partner to the CFO and COO in areas of cash flow optimization, receivables, production planning, and customer service.

Policy, Governance & Financial Accountability

• Develop and enforce commercial policies, including pricing, trade terms, credit, discounts, and receivables management.
• Collaborate with Finance to ensure alignment with the Financial Management Policy framework and support in managing credit risk and cash flow.
• Maintain cost discipline and improve efficiency in commercial spend, ensuring ROI on all initiatives.

Stakeholder & Customer Engagement

• Represent the company to major customers, partners, and industry stakeholders, building strong commercial relationships.
• Ensure a customer-first approach that enhances satisfaction, retention, and long-term value creation.
• Support strategic account management through executive engagement, customized solutions, and service delivery oversight.

Organizational Design & Talent Management

• Design and maintain an effective commercial organization structure, adapting to business growth and customer needs.
• Own resource planning, including recruitment, succession planning, and restructuring where necessary.
• Build and develop high-performing sales and marketing teams, fostering a culture of accountability, collaboration, and continuous improvement.
• Lead by example through clear KPIs, coaching, performance reviews, and recognition systems.

Reporting, Analytics & Continuous Improvement

• Provide data-driven reporting to the CEO and Board on commercial performance, strategic initiatives, and market insights.
• Use real-time analytics to refine go-to-market strategies, improve targeting, and maximize ROI.
• Lead post-mortem reviews and performance audits to drive a culture of learning and agility.

Other Responsibilities

• Participate in and support company-wide strategic planning and goal setting
• Promote a culture of safety, compliance, and ethical conduct across all functions.
• Ensure compliance with policies and procedures
• Perform any other executive duties as assigned

QUALIFICATIONS AND EXPERIENCE

• Bachelor’s degree in Business Administration, Marketing, or a related field;
• MBA or advanced/ post-graduate certification in a business-related field is preferred.
• Post Graduate Certification
• 10 - 15 years of experience in sales and marketing; 7 years in a senior leadership or executive role.
• Experience managing multi-regional or global teams and operations