Group Commercial Sales Director

Group Commercial Sales Director - London - An opportunity to lead the Commercial Sales strategy within a group of MEP Design consultancies across the UK. We require a strategic Sales Director who has experience winning work within the Building Services design sector. You will be responsible for developing the commercial infrastructure, market sectors, Key account frameworks and managing the business development teams across the group of companies.

The Group Commercial Director will be responsible for building and running the commercial infrastructure and sales engine that connects the group's operating companies, enabling them to win more work, win better work, and cross-sell across the portfolio in a disciplined and scalable way. The role is fundamentally to build a scalable, high performance sales engine across the group. The group already has capable fee earners and directors who own client relationships.

What it lacks is the strategy, process, data discipline, and accountability framework to make those relationships commercially productive at scale and a consistently high performing sales culture which is able to forecast and achieve sales targets. This person provides that. In year one the priority is the first acquired businesses, where commercial performance is variable and the BD infrastructure is underdeveloped.

From year two the role expands across the full group, including all acquired entities, with accountability for pipeline quality and cross-referral across all five businesses.

Key Responsibilities 1. Group Commercial Strategy Define and own the group's commercial strategy, covering target sectors, client types, and geographic priorities, drawing on the group's capability matrix. Set annual and quarterly revenue targets by entity and at group level, working with the CFO and Platform Director. Identify and prioritise cross-sell opportunities across the portfolio, particularly where capability combinations give the group a competitive advantage.

Monitor market trends, competitor activity, and procurement landscape changes to keep the group's commercial positioning current. Progressively build, as required, central sales team capability to be able to work alongside or independent or individual entities to identify and close group-level opportunities. Provide overall leadership and oversight for sales / business development teams in each individual entity, ensuring that the teams are being developed and grown as required
2. Pipeline Management and Commercial Accountability Own the group-wide pipeline view. Ensure all entities maintain a clean, qualified pipeline with consistent data standards, judgement-based probability scoring, and sector and client-type tagging. Chair a regular group commercial review with the commercial leads of each entity, holding them accountable for pipeline coverage, activity levels, and conversion rates. Challenge and support entity directors on bid selectivity.

The group should be pursuing opportunities it can credibly win, not pursuing everything that arrives. Develop a Go /No Go strategy for new bids to avoid loss making projects Establish and track KPIs across the group: weighted pipeline coverage, win rate by sector, cross-entity revenue, CRM adoption rates, and BD activity metrics per director.
3. Large Bids and Strategic Opportunities Take personal ownership of the group's most significant bid opportunities, particularly those requiring multi-entity delivery, cross-sector credentials, or a group-level relationship. Define and enforce a consistent pitch process including kickoff, client research, team selection, presentation preparation, and mandatory rehearsal for all scored presentations. Drive win-rate improvement through better bid strategy, improved pitch delivery, and structured post-bid debriefs.

4. CRM, Data, and Commercial Infrastructure Lead the roll-out of a group CRM system that is fit for purpose, mobile-friendly, and genuinely adopted by fee earners across all entities. Define the CRM data model: account hierarchy, contact categorisation, pipeline stages, and activity logging standards. Ensure the system integrates with Deltek and other systems as the ERP backbone. Build and continuously improve the group commercial reporting layer: pipeline vs.

target dashboards, win rate by sector, BD activity metrics, and group cross-sell revenue tracking.
5. Group Marketing and Brand Oversee the group's marketing function, working with Group Marketing Manager to develop and deliver a group marketing strategy that amplifies the portfolio's sector specialisms. Define and manage a proper marketing budget, replacing the current ad hoc approach with a planned programme of event attendance, speaker opportunities, content, and client hospitality. Position the group company and its operating companies as leaders in their chosen sectors, particularly heritage, education, Passivhaus, net zero, and healthcare MEP, through thought leadership, industry events, and targeted…