Commercial Director

Role Purpose

The Commercial Director is accountable for delivering the organisation’s commercial strategy, supporting sustainable growth, strong commercial/contractual governance, commercial/contractual risk management, and driving value for money across all commercial relationships. The role encompasses all commercial/contractual activity in the business across the lifecycle of opportunities and contracts, balancing risk, compliance, and profitability as part of the Leadership team. This is a hands‑on role with support from the wider leadership team as required.

• Develop, produce and deliver the organisation’s commercial strategy aligned to corporate objectives and growth plans.
• Act as a senior advisor on the Executive Team and to the Board, where required, on commercial risk, opportunity, and performance.
• Lead, develop, and inspire high‑performing commercial culture, promoting strong ethical standards and commercial discipline.
• Ensure compliance with commercial controls and performance management across partners and suppliers, products, services, and customers to optimise margin, competitiveness, and long‑term value.

• Ensure agreed pricing strategy, approvals, and governance process are being followed.
• Provide sound commercial inputs and support for major bids, tenders, and negotiations, including complex procurements.
• Ensure pricing models reflect qualified risk, cost to serve.
• Challenge and support business cases, investments, and new propositions.

• Maximise the commercial value realised from partner and supplier relationships, through performance and commercial reviews, whilst mitigating commercial risk and owning commercial disputes.
• Responsible for supplier and partner contractual reviews, negotiations, variations and obligations.
• Maintain a robust contracts register for both Customer and Supplier base including key term summaries for each major contract.

• Participate in negotiations on high‑value, complex, and strategically important customer contracts.
• Lead negotiations on high‑value, complex, and strategically important supplier contracts taking inputs from relevant relationship owners.
• Draft and structure robust contracts that manage risk, protect the organisation, and enable delivery.
• Manage the contract lifecycle, including variations, extensions, disputes, and renewals.
• Work closely with Finance and Operational teams to ensure contracts are commercially and operationally viable.
• Support any business transformation activity.

• Provide and operate clear commercial governance, including enhancement of contract review/approval process.
• Ensure compliance with relevant legislation and policy, including public‑sector regulations and value‑for‑money requirements.
• Ensure the correct identification, assessment, and management of commercial risks.
• Drive continuous improvement in commercial controls, tools, and data quality.

• Build strong, trusted relationships with senior customers, partners, and suppliers.
• Represent the organisation in strategic customer, partner and supplier discussions, escalations, and negotiations in conjunction with relationship owners.
• Support operational leaders in resolving commercial issues and maintaining client confidence.

• Hands‑on, in the detail approach, whilst being able to summarise succinctly
• Capable of operating as an individual contributor in cross functional teams
• Proven experience operating at senior commercial leadership level (Director / Head of Commercial or equivalent).
• Governance of internal commercial, sales and procurement processes.
• Law Degree or equivalent qualification.
• Deep expertise in commercial strategy, pricing, contracting, and negotiation.
• Proven to have a Win/Win approach.
• Strong supplier/vendor management experience.
• Complex and high value contractual negotiation skills.
• End‑to‑end contract lifecycle management expertise.
• Strong understanding of public‑sector or regulated environments and complex governance frameworks.
• Track record of leading and…