Introducing TechPoint
TechPoint Group, is one of the largest UK-owned CEMs. We supply EMS and supply chain services to leading technology companies across the UK and Europe. We operate from a modern, clean environment to support customers in the commercial, space, defence, transport, audio, motorsport, and instrumentation sectors. We have opened a new world-class facility and are looking for new talented people to join us on this exciting journey.
The Role
The Head of Commercial is responsible for leading the commercial strategy and execution within a dynamic electronic manufacturing environment. This role oversees customer account management, Sales, Inventory & Operations Planning (SIOP), and order intake to ensure sustainable revenue growth, strong customer relationships, and alignment between demand and operational capacity.
You will play a critical role in balancing customer expectations with business profitability, ensuring accurate forecasting, and driving a high-performing commercial function.
Commercial Strategy & Leadership
* Define and deliver the commercial strategy aligned with overall business objectives
* Lead, coach, and develop a team of Account Managers and commercial support staff
* Establish a high-performance, customer-focused culture across the commercial function
* Own revenue growth, margin improvement, and customer retention strategies within the Account Management team
Account Management
* Oversee key customer relationships, acting as executive sponsor for strategic accounts
* Drive account growth through cross-selling, and long-term partnership development
* Ensure effective contract management, pricing strategies, and commercial negotiations
* Resolve escalations and maintain high levels of customer satisfaction
SIOP (Sales, Inventory & Operations Planning)
* Own and lead the SIOP process, ensuring alignment between sales forecasts, demand planning, and production capacity
* Collaborate closely with Operations, Supply Chain, and Finance to balance demand and supply
* Ensure robust forecasting processes are in place, improving accuracy and visibility
* Lead monthly SIOP reviews and executive reporting
Order Intake & Demand Management
* Drive order intake performance in line with revenue targets
* Ensure effective pipeline management and conversion of opportunities into orders
* Monitor and report on order book health, backlog, and forecast accuracy
* Implement processes to improve responsiveness and customer lead times
Financial & Commercial Performance
* Own commercial P&L inputs including revenue forecasting, pricing, and margin management
* Identify opportunities to improve profitability through cost control
* Support budgeting and strategic planning processes
Cross-Functional Collaboration
* Act as the key interface between customers and internal teams including Engineering, Operations, Quality, and Supply Chain
* Ensure smooth transition from quotation to production
* Drive alignment between commercial commitments and operational delivery
Process Improvement & Governance
* Implement best-in-class commercial processes, systems, and reporting tools
* Ensure compliance with contractual, legal, and regulatory requirements
* Drive continuous improvement across SIOP, order management, and account management processes
Key Performance Indicators (KPIs)
* Revenue growth and order intake vs. target
* Gross margin performance
* Forecast accuracy (SIOP)
* Customer satisfaction and retention
* On-time delivery aligned to customer demand
* Order book health and backlog management
About you
* Proven leadership experience in a senior commercial role within electronic manufacturing services (EMS) or a similar industry
* Strong understanding of SIOP processes and demand planning in a manufacturing environment
* Demonstrated success in managing key accounts and delivering revenue growth
* Strong commercial acumen, including pricing, negotiation, and contract management
* Experience managing order intake, sales pipelines, and forecasting
* Excellent stakeholder management and cross-functional leadership skills
* Strong analytical and decision-making capability
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