Job Title: Director of Commercial Growth and Strategy
Reports to: Managing Director
Direct Reports: 9 Managers
Location: Inverness (with travel as required)
Hours: Full-time
Job Purpose
Our client, undergoing an impressive company culture change, is looking to add a new role within the organization. The role provides commercial leadership across sales, purchasing, category management, and retail operations. The Commercial Director will shape and execute a company-wide commercial strategy, develop high-performing teams, and deliver measurable growth across all product categories and customer segments.
Key Responsibilities
1. Commercial Strategy & Business Growth
o Develop and lead the delivery of a commercial strategy aligned with the company’s long-range plan.
o Identify and execute new business opportunities, including new markets, customer segments, and product innovations.
o Lead commercial planning cycles, including pricing, promotion, and product lifecycle decisions.
o Drive performance across sales teams, trade counters, and key accounts.
o Set and monitor sales targets, improving conversion and customer retention.
o Lead strategic account development and pipeline management.
2. Retail, Inventory & Category Oversight
o Oversee category managers to optimize range performance and supplier relationships.
o Direct the Retail Director and Inventory Manager to ensure branch performance, stock availability, and cost efficiency.
o Ensure margin integrity through purchasing, pricing, and inventory control.
3. Cross-functional Alignment
o Partner with Marketing, Operations, Finance, and People & Culture to meet commercial objectives.
o Provide insights into market trends, competitor analysis, and customer behaviors to support planning.
o Lead and develop direct reports through coaching, goal setting, and reviews.
o Build a collaborative culture focused on customer experience, innovation, and growth.
4. Reporting & Commercial Governance
o Oversee sales forecasting, budgeting, and reporting.
o Report monthly to the Managing Director on KPIs, risks, and opportunities.
o Implement a commercial strategy aligned with business goals.
o Achieve revenue and margin growth, improve stock availability, and reduce inventory costs.
o Enhance supplier performance and pricing terms.
o Increase sales performance across branches and trade counters.
o Ensure high employee engagement and capability within the team.
o Align cross-departmentally with business development, operations, and marketing.
Measures of Success
* Revenue growth (overall and by category/region).
* Gross margin improvement and cost control.
* Customer acquisition and retention metrics.
* Stock turn and availability rates.
* Sales target attainment by team/branch.
* Supplier performance against negotiated terms.
* Forecast accuracy and reporting compliance.
Candidate Profile
* Proven experience in a senior commercial leadership role within distribution, trade, or B2B environments.
* Strong track record of driving sales performance and growth.
* Deep commercial acumen with leadership across diverse functions.
* Strong influencing, coaching, and communication skills.
* Understanding of regional markets and rural customer needs.
* Experience in industrial or technical product sectors.
* Background in retail operations or multi-location sales management.
* Familiarity with CRM, ERP, and sales analytics tools.
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