Commercial Director

• Business Development: new enterprise client acquisition across international markets and territory strategy

• Partnerships: commercial relationships with brands and suppliers, catalogue expansion, exclusivity and terms negotiation.

• Account Management: Account growth and retention across the existing base.

Job requirements

Job responsibilities

• 8+ years in commercial leadership within B2B digital commerce, payments, marketplaces, distribution or the rewards and incentives sector.

• Direct experience owning a revenue number at company or major-division level, not a single sales team.

• Proven track record leading business development and partnerships simultaneously — not one at the expense of the other.

• Strong command of distribution economics: margin, volume, mix, exclusivity and the trade-offs between them.

• Experience managing commercial teams of five or more, including team leads.

• Genuine international commercial experience across multiple markets.

• Rigorous with CRM, pipeline management and forecasting, and able to impose that rigour on a team.

• Obsession with numbers and results.

Job benefits

• Total revenue and gross margin against plan.

• New client acquisition and revenue from new business.

• Margin improvement from renegotiated supplier and partner terms.

• Marketplace channel contribution and share by category.

• Client retention and account growth in the existing base.

• Forecast accuracy and pipeline health.

• Performance and development of the three commercial sub-teams.