Head of Commercial
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Key skills for this role
Role Overview
The Head of Commercial will own the organization’s commercial engine and convert market demand into profitable revenue.
The role leads sales, retail operations, forecasting, customer-facing commercial execution, and cross-functional commercial alignment.
Key Skills for This Role
Full Job Posting
About the Role
The Head of Commercial will own the organization’s commercial engine and convert market demand into profitable revenue.
The role leads sales, retail operations, forecasting, customer-facing commercial execution, and cross-functional commercial alignment.
Commercial Ownership
- Own revenue, sales conversion, average ticket size, pipeline health, and commercial performance against targets.
- Lead Area Managers, Branch Managers, and the showroom and retail sales organization.
- Create a consistent sales operating model across branches, including lead ownership, follow-up, quotation management, and conversion practices.
- Align showroom operations with commercial, service, and brand standards.
- Maintain reliable visibility into pipeline, risks, opportunities, and expected revenue.
- Improve sales productivity through performance management, coaching, recruitment, and development.
- Align with Marketing on lead quality, campaigns, and demand generation.
- Work with Product and Design on accurate selling and product configuration.
- Ensure confirmed orders enter fulfillment complete, accurate, and execution-ready.
What We’re Looking For
- At least 15 years of experience in sales and commercial roles within the furniture industry, including showroom or retail operations.
- Proven experience leading multi-branch or multi-site sales or retail operations.
- A strong record of owning revenue targets and driving sales performance through people leadership.
- Experience building sales processes, forecasting discipline, and performance management systems.
- Ability to work cross-functionally with Marketing, Product, and Fulfillment or Operations teams.
- A leadership approach based on full ownership of commercial results.
Success Measures
Revenue targets are delivered with healthy conversion and forecasting accuracy.
Branch performance is managed consistently.
Customers receive a disciplined and credible sales experience.
Confirmed orders enter fulfillment complete, accurate, and ready for execution.
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