HEAD OF COMMERCIAL
£120,000 base + up to 50% performance bonus Hybrid, with national travel
The business
150m+ UK facilities management group. Founder-led, privately owned, blue-chip client base across retail, leisure, logistics and commercial property. Proprietary technology platform differentiates delivery. Entering next phase of scale.
The role
This is a commercial architecture role, not a sales role. The Head of Commercial owns the pricing model from the first conversation with a prospective client through to live operational delivery. On the way in, that means building the commercial case: cost modelling, labour and productivity assumptions, contract structure, risk pricing, and the margin envelope that makes a deal worth signing. On the way through, it means ensuring those commercial commitments translate into operational reality — working hand in glove with operations to protect margin through mobilisation, hold pricing discipline across the life of the contract, and convert commercial intent into sustained financial performance.
The role sits at the seam between commercial and operations, and the person in it is the single point of accountability for whether contracts we sign actually deliver the margins we priced them at. The person A commercially literate operator with deep experience of pricing multi-million-pound B2B service contracts, ideally in FM, outsourcing, or adjacent labour-intensive sectors. Strong modelling discipline, confident with contract structures, comfortable pressure-testing assumptions under scrutiny. Equally important is operational credibility — the ability to sit alongside delivery teams, understand why contracts drift off plan, and build the discipline that closes the gap between priced margin and delivered margin.
This is not a pipeline-building role. It is a commercial rigour role, and the successful candidate will bring the judgement to know when to walk away from a deal as well as when to press. Bonus linked to new business commercial margin and delivered margin performance on live contracts.