Commercial Director

Infopro Digital Services Limited is seeking a Commercial Director to join its Automotive division. This position is critical to driving sustainable revenue growth, commercial strategy and sales excellence across a portfolio of SaaS, data, information services and subscription-based solutions.

Infopro Digital Automotive is a leading global provider of data and software solutions for the automotive aftermarket, supporting workshops, distributors, parts manufacturers, OEMs, fleets and other industry professionals. With over 70 years of industry expertise,
Haynes is an established and trusted automotive data solutions provider within this specialist automotive division of Infopro Digital
, a global group with 4,000 employees across 26 countries.

This is not a project-sales role. Our commercial model is built around scalable SaaS and data solutions that create measurable, ongoing value for customers in the automotive aftermarket. We are looking for a commercially ambitious leader who understands recurring revenue, can set and execute a clear growth strategy, and knows how to build a disciplined, customer-centric and high-performing sales organisation.

Reporting to the General Manager, you will have full responsibility for the UK commercial function. You will lead the sales and account management team, define the commercial plan, establish a rigorous operating cadence and ensure consistent execution across new business, retention and account growth.

This role requires a highly strategic sales leader who can engage at Board and C-Suite level while maintaining a relentless focus on pipeline generation, opportunity conversion and revenue growth. You will combine strategic leadership with visible involvement in priority customers and major opportunities. You will create clarity around market focus, customer segmentation, sales methodology, performance standards and resource allocation, while building a team that can deliver scalable recurring-revenue growth.

• Lead, coach and develop the UK sales and account management team, creating clear accountability for new business, retention and expansion.
• Set individual and team objectives, clarify roles and priorities, and build a high-performance culture grounded in customer value and commercial discipline.
• Own the commercial operating rhythm, including one-to-ones, pipeline reviews, forecast calls, account reviews and performance conversations.
• Assess organisational capability, recruit and onboard strong commercial talent, and develop succession and capability plans.
• Create an environment in which people are supported, challenged and equipped to perform at their best.

• Develop and execute the UK commercial strategy across priority segments, customer types, routes to market and the full Infopro Digital Automotive product portfolio.
• Translate business objectives into clear go-to-market plans, territories, account priorities, targets and measurable activity.
• Drive systematic cross-selling across the full product portfolio by equipping the team to identify customer needs and deliver integrated account plans.
• Balance new-logo acquisition with retention, renewal, cross-sell and upsell, ensuring customers benefit from the most relevant solutions while maximising customer lifetime value.
• Define ideal customer profiles, segment the market and focus resources on the opportunities with the greatest strategic and commercial potential.
• Contribute to budgeting, pricing, commercial planning and investment decisions, using data and market insight to guide decision-making.

• Ensure the commercial model remains focused on repeatable SaaS and subscription revenues rather than bespoke, one-off project work.
• Establish consistent qualification, discovery, solution-selling, negotiation and account-management practices across the team.
• Develop repeatable sales plays that can scale across customer groups, use cases, product lines and territories.
• Partner with product, marketing and operations teams to sharpen propositions, increase adoption and remove barriers to scalable growth.
• Create strong alignment between customer needs, the wider product portfolio and measurable business outcomes.
• Build an active exchange with commercial leaders across the Infopro Digital Group to share market intelligence, customer opportunities, sales plays and best practice.

• Own the quality and health of the UK sales funnel, ensuring strong CRM discipline, consistent stage definitions and clear next actions.
• Monitor leading and lagging indicators including qualified pipeline creation, pipeline coverage, stage conversion, sales-cycle length, win rate, average contract value and new annual recurring revenue.
• Track retention, renewal rate, churn, expansion revenue and net revenue retention across the installed customer base.
• Provide accurate weekly, monthly and…