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 a significant company culture change, is seeking to create a new role that provides commercial leadership across sales, purchasing, category management, and retail operations. The Commercial Director will be responsible for developing and executing a company-wide commercial strategy, building high-performing teams, and driving growth across all product categories and customer segments.
Key Responsibilities
1. Commercial Strategy & Business Growth
o Develop and implement a commercial strategy aligned with the company's long-term plans.
o Identify and pursue new business opportunities, including new markets, customer segments, and product innovations.
o Lead commercial planning, including pricing, promotions, and product lifecycle decisions.
o Drive performance across sales teams, trade counters, and key accounts.
o Set and monitor sales targets to improve conversion rates and customer retention.
o Manage strategic account development and pipeline management.
2. Retail, Inventory & Category Oversight
o Oversee category managers to optimize product range and supplier relationships.
o Direct Retail and Inventory Managers to ensure store performance, stock availability, and cost efficiency.
o Maintain margin integrity through effective purchasing, pricing, and inventory control.
3. Cross-functional Alignment
o Collaborate with Marketing, Operations, Finance, and HR to meet commercial objectives.
o Provide market insights, competitor analysis, and customer behavior data for strategic planning.
o Lead and develop direct reports through coaching, goal setting, and performance reviews.
o Foster a collaborative and accountable commercial culture focused on customer experience 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 Ensure commercial strategy aligns with business goals and drives revenue and margin growth.
o Improve stock availability, reduce inventory costs, and enhance supplier performance.
o Increase sales performance across branches and trade counters.
o Ensure high employee engagement within the commercial team.
o Align with other departments such as Business Development, Operations, and Marketing.
Measures of Success
* Revenue growth (overall and by category/region)
* Gross margin improvement and cost management
* Customer acquisition and retention metrics
* Stock turn and availability rates
* Achievement of sales targets by team/branch
* Supplier performance against negotiated terms
* Forecast accuracy and reporting compliance
Candidate Profile
* Proven experience in senior commercial leadership within distribution, trade, or B2B sectors
* Successful track record of driving sales and growth
* Strong commercial acumen across functional areas
* Excellent influencing, coaching, and communication skills
* Knowledge of regional markets and rural customer needs
* Experience with industrial or technical products
* Background in retail operations or multi-location sales management
* Familiarity with CRM, ERP, and sales analytics tools
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