Job Title: Commercial Director
Location: South Wales / Bristol (Hybrid)
Sector: Healthcare / NHS Managed Services
Reports to: Chief Executive Officer
Direct Reports: Commercial, Business Development, Bid Management and Account Management teams
Role Purpose
The Commercial Director will be responsible for defining and delivering the company’s commercial strategy within the NHS and wider public sector. This role will drive sustainable revenue growth, oversee bid and contract performance, and strengthen long-term partnerships with NHS Trusts, Integrated Care Boards (ICBs), and other healthcare stakeholders.
Operating at board level, the Commercial Director will balance strategic leadership with hands-on commercial execution, ensuring that services are positioned as high-quality, value-for-money solutions aligned to NHS priorities.
Key ResponsibilitiesCommercial Strategy & Leadership
* Develop and execute the company’s commercial strategy to support growth across NHS and public sector markets.
* Contribute as a key member of the senior leadership team to overall business strategy and decision-making.
* Identify new service opportunities aligned with NHS transformation, efficiency, and patient outcome priorities.
* Lead market positioning, pricing strategy, and value propositions for managed service offerings.
Business Development & Growth
* Own the end-to-end sales pipeline, from opportunity identification through to contract award.
* Build and maintain senior-level relationships with NHS Trust executives, ICB leaders, and key stakeholders.
* Monitor NHS policy, funding, and commissioning trends to anticipate opportunities and risks.
* Represent the organisation at industry events, NHS forums, and stakeholder meetings.
Bids, Tenders & Procurement
* Provide executive oversight of all NHS tenders, frameworks, and competitive procurements.
* Ensure bid strategies are commercially robust, compliant, and clearly articulate value and outcomes.
* Drive continuous improvement in bid win rates, processes, and governance.
* Approve commercial terms, pricing models, and contractual risk positions.
Contract & Account Management
* Oversee commercial performance of NHS contracts, ensuring revenue, margin, and service commitments are met.
* Lead contract negotiations, variations, extensions, and renewals.
* Ensure effective governance and reporting for key accounts.
* Support resolution of complex commercial or contractual issues with clients.
Financial & Risk Management
* Own revenue forecasting, budgeting, and commercial KPIs.
* Ensure contracts are financially sustainable and aligned with risk appetite.
* Work closely with Finance and Operations to ensure contracts are deliverable and profitable.
* Maintain strong commercial governance and compliance with NHS standards.
Team Leadership & Development
* Lead, mentor, and develop a high-performing commercial and business development team.
* Foster a culture of collaboration, accountability, and continuous improvement.
* Ensure capability development in NHS procurement, relationship management, and commercial best practice.
Skills, Knowledge & ExperienceEssential
* Proven senior commercial leadership experience within NHS, healthcare, or public sector services.
* Strong track record of winning and managing complex NHS contracts or managed service agreements.
* In-depth understanding of NHS procurement routes, frameworks, and governance.
* Demonstrated ability to build trusted relationships at executive and board level.
* Strong commercial acumen, including pricing, margin management, and contract negotiation.
* Experience leading and developing multidisciplinary commercial teams.
Desirable
* Experience working with NHS Trusts across Wales and/or South West England.
* Background in healthcare outsourcing, facilities, digital, diagnostics, or clinical support services.
* Knowledge of ICBs, Health Boards, and cross-border NHS commissioning.
* Experience operating in PE-backed or high-growth organisations.
Personal Attributes
* Strategic thinker with a pragmatic, delivery-focused mindset.
* Credible, confident, and collaborative leadership style.
* Resilient and comfortable operating in complex, regulated environments.
* Strong communicator able to translate commercial value into NHS outcomes.
* High integrity and commitment to improving patient care and service delivery.
Working Arrangements
* Hybrid role with regular travel across South Wales, Bristol, and wider NHS client sites.
* Flexibility required to attend meetings, tenders, and stakeholder engagements as needed.
* Salary £100K-£125K plus bons and benefits