Commercial Director (Sales & Marketing)

Reports to: CEO

Function: Sales & Marketing

Location:** **Delta Engineering & Consultant Ltd** **(HQ)

Job Summary

The Commercial Director is responsible for leading the Sales and Marketing teams to drive revenue growth, expand market share, and establish strategic partnerships in the Solar and Lift installation industry.

This role involves developing and executing commercial strategies, optimizing business performance, and ensuring long-term profitability.

The Commercial Director will work closely with the CEO and other key stakeholders to align business goals and objectives.

Key Responsibilities

Strategic Leadership

· Develop and implement the commercial strategy to achieve revenue and profitability targets.

· Identify new business opportunities, partnerships, and market expansion strategies.

· Align the sales and marketing functions to optimize customer acquisition and retention.

· Drive customer-focused initiatives to enhance brand positioning and competitive advantage.

· Monitor industry trends, competitor activities, and market demands to inform strategic decisions.

Sales & Business Development

· Lead the sales team to meet and exceed sales targets for solar and lift installation solutions.

· Develop pricing models, commercial offers, and negotiation strategies.

· Build and maintain strong relationships with key clients, partners, and stakeholders.

· Oversee bid and tender processes, ensuring competitive and profitable submissions.

· Drive cross-selling and upselling opportunities to maximize revenue streams.

Marketing & Brand Management

· Develop and execute marketing strategies to increase brand awareness and market penetration.

· Oversee digital marketing, advertising, and promotional campaigns.

· Manage product positioning, branding, and corporate communications.

· Implement lead generation strategies to support sales teams.

· Conduct market research to refine target customer segments and improve value propositions.

Financial & Performance Management

· Set and monitor revenue, profit, and sales growth targets.

· Ensure effective budgeting and cost management for the sales and marketing departments.

· Establish key performance indicators (KPIs) to track commercial performance.

· Work with the finance team to develop accurate revenue forecasts and reports.

Team Leadership & Development

· Build and manage a high-performing commercial team.

· Define clear roles, responsibilities, and performance expectations.

· Provide mentorship, training, and professional development opportunities.

· Foster a culture of collaboration, innovation, and accountability within the team.

OKRs (Objectives and Key Results)

1: Increase Revenue & Market Shares

· Achieve a 50% increase in total revenue within the year.

· Expand market share by 50% through targeted sales and marketing strategies.

· Acquire 20 new strategic clients or projects per quarter.

2: Enhance Sales & Marketing Efficiency

· Reduce customer acquisition cost (CAC) within the year.

· Improve lead-to-customer conversion rate by 50%.

· Increase average deal size by 80% through better value propositions and upselling.

3: Strengthen Brand Positioning

· Improve brand recognition and awareness by 80% through digital and offline marketing.

· Achieve 100% growth in inbound leads from marketing efforts.

· Increase social media engagement and website traffic by 80%.

4: Build and Retain a High-Performing Team

· Maintain a team engagement and satisfaction score of 100%

· Conduct 3-5 training sessions per quarter for sales and marketing teams.

· Reduce employee turnover in the function by 10%

KPIs (Key Performance Indicators)

· Revenue Growth: Monthly/Quarterly revenue targets achieved.

· Market Share Expansion: Percentage increase in market penetration.

· Sales Performance: Sales target achievement rate, average deal size, new client acquisition.

· Lead Generation & Conversion: Number of leads generated, conversion rate, cost per lead.

· Customer Retention: Client churn rate, customer satisfaction (Net Promoter Score - NPS).

· Brand Engagement: Website traffic, social media reach, campaign effectiveness.

· Budget Adherence: Variance between planned and actual marketing/sales expenditure.

· Employee Performance: Sales quota attainment, marketing ROI, employee retention.

Qualifications & Experience

· Bachelor’s degree in Business Administration, Sales, Marketing, or a related field (MBA preferred).

· 10+ years of experience in a senior commercial role, preferably in engineering, solar, or lift installation industries.

· Proven track record in sales leadership, revenue growth, and market expansion.

· Strong understanding of digital marketing, branding, and business development.

· Excellent negotiation, stakeholder management, and strategic planning skills.

· Ability to analyze data, forecast trends, and make data-driven decisions.

· Exceptional leadership and communication skills.