Halfords has transformed from a £1.1bn cycling retailer into a £1.7bn motoring and cycling-led business, with services now accounting for over half of Group revenue and B2B contributing nearly a third.
Commercial Fleet Services (CFS) sits at the centre of this growth. Following a period of rapid expansion and integration, the business is now focused on optimising its operating model, unlocking the full value of its scale and building a unified high-performing commercial proposition.
We are seeking a Commercial Director to lead this next phase, operating as a key member of the CFS leadership team and shaping the future direction of a national B2B business.
The Role
This is a senior leadership role with full accountability for the commercial performance of CFS.
You will define and execute the end-to-end commercial strategy across a complex B2B operation, leading sales, account management, category, logistics and buying teams to deliver sustainable profitable growth.
Working closely with the Managing Director and wider leadership team, your focus will be on optimising the integrated business, building a consistent and scalable commercial model and translating scale into competitive advantage.
Scope and Accountability
- Full ownership of the commercial P&L across CFS, with combined responsibility for revenue, margin and EBIT delivery
- Leadership of a national commercial function spanning sales, account management, category, logistics and buying
- Accountability for new business, client retention and overall customer profitability
- Significant influence across Halfords broader B2B strategy and transformation agenda
What You’ll Be Driving
- A unified, scalable commercial model across Halfords CFS entities
- Revenue growth through new business, client retention and expansion across key accounts
- Margin expansion through pricing, supplier negotiation and product mix optimisation
- A differentiated customer proposition across all customer segments
- Strategic partnerships with key clients and suppliers, delivering long-term commercial value
- Data-led decision-making, using insight to drive trading performance and commercial effectiveness
- Cross-functional alignment across supply chain, finance and operations
Leadership Expectations
- Build and lead a high-performing multi-disciplinary commercial team
- Create a culture of accountability, pace and continuous improvement
- Align short-term trading delivery with longer-term commercial transformation
- Act as a visible and influential leader across the CFS and wider Halfords business
What We’re Looking For
We are seeking a proven commercial leader with experience operating at scale within complex, multi-site B2B environments.
You will bring:
- A strong track record of owning and delivering commercial P&L performance
- Experience in environments that have undergone integration, transformation or structural change
- Background within automotive, fleet, mobility, tyres or adjacent B2B service-led sectors
- Deep expertise across sales, account management, category and supplier strategy
- The ability to build structure, consistency and performance within complex organisations
- Strong negotiation capability and commercial judgement
- A data-led approach to decision making
- The credibility and presence to influence at senior leadership level
You will be comfortable operating in a business that is continuing to evolve, with the resilience and pace to deliver results while continuing to refine and improve the commercial model.
Reward and Benefits
- A senior leadership salary and reward package, benchmarked against market data
- A performance related bonus and long term incentive structure aligned to delivery and business outcomes
- Hybrid working with three days per week on site, including two days based in Stafford, with flexibility aligned to business needs
- The opportunity to play a key role in shaping the commercial future of a national, growing B2B business
Inclusion and Diversity
At Halfords, we are committed to creating an inclusive workplace where everyone can thrive. We are proud to be an equal opportunities employer and welcome applications from all backgrounds and experiences.