Commercial Director

Role Overview:

The Commercial Director (Division in Region) is responsible for setting and executing the division's

commercial strategy to drive sustainable revenue growth and profitability. The role leads commercial

activities, manages key client and stakeholder relationships, and develops new market opportunities.

With full accountability for budgets and commercial performance, the Commercial Director builds

high-performing teams and ensures long-term business expansion, competitive advantage, and strong

market positioning within the region.

Authority:

See Matrix of Approval.

Key Responsibilities

The role covers a number of key areas, including but not limited to the following:

Set and execute the commercial strategy for the business division, driving sustainable revenue

growth, margin improvement, and market share.

Lead all sales and commercial activities, ensuring alignment with regional and divisional

objectives while delivering consistent commercial performance.

Own and manage executive-level client and stakeholder relationships, positioning the business

as a strategic partner and securing long-term agreements.

Oversee complex sales, major tenders, and contract governance, providing senior leadership

on pricing, risk management, and deal approval.

Identify and develop new market opportunities, service offerings, and growth initiatives to

strengthen competitive advantage within the region.

Ensure strong financial and commercial governance, including budgeting, forecasting, pipeline

management, and performance reporting.

Build, lead, and develop high-performing commercial teams, embedding best practice in sales

excellence, negotiation, and customer engagement.

Skills, Knowledge and Experience

The ideal candidate will demonstrate:

Experience of managing commercial operations within a division, client-focused sales, and

complex deals

Knowledge of business and project lifecycle, market insight, sales processes, and regional

regulations

Proven experience of decision-making, problem-solving, and critical thinking

Strong attention to detail, results-driven mindset, and effective communication skills

Scope:MWS

Printed copies are uncontrolled

Experience in tender and contract management and stakeholder engagement

Skills Required:

Skill Name Skill Category Commercial Director

(Division in Region)

Attention to Detail Behavioural (soft) 4

Business and Project Lifecycle Knowledge Technical (hard) 5

Client-focused Behavioural (soft) 5

Communication Behavioural (soft) 5

Complex Deals and Sales Cycle Technical (hard) 5

Critical thinking Behavioural (soft) 4

Decision-making Behavioural (soft) 4

Market Insight Technical (hard) 5

Problem-solving Behavioural (soft) 4

Regional Laws and Regulations Technical (hard) 4

Results-driven Behavioural (soft) 5

Sales Processes Technical (hard) 5

Strategic Thinking Behavioural (soft) 5

Tender and Contract Management Technical (hard) 4

Skills Scale:

Level Label What it means Typical behaviours /

evidence Autonomy & impact

1 Awareness Knows the concept and basic terminology.

Can describe what

the skill is; needs

guidance for any

task.

Needs close

supervision; no

independent impact.

2 Foundation Can perform simple, routine tasks with

templates/playbooks.

Follows checklists;

identifies when to

escalate; limited

judgement.

Guided work; low

risk, limited scope.

3 Working Handles standard cases end-to-end with

good quality.

Adapts templates;

spots common

issues; keeps

accurate records.

Independent on

routine work; reliable

contributor to team

outcomes.

4 Advanced Deals with non-standard/complex

situations; improves methods.

Chooses the right

approach; coaches

juniors; prevents

rework.

Minimal supervision;

improves

speed/quality for a

team/portfolio.

5 Expert Recognised go-to person; designs practices

and solves edge cases.

Writes SOPs; advises

leaders/clients; leads

audits/reviews.

Sets practice for a

function; material

risk/quality impact.

6 Strategic /

Owner

Sets direction & accountability for the

capability across the org.

Defines

policy/controls/KPIs;

anticipates

regulatory change.

Enterprise-level

impact; accountable

for outcomes and

risk posture.