Head of Commercial & Business Development
Skills
About This Role
Head of Commercial & Business Development
will lead the company's commercial strategy, revenue growth, market expansion, client engagement, strategic partnerships, and business development agenda.
This is a senior leadership role reporting directly to the CEO.
The successful candidate will be responsible for identifying high-impact business opportunities, developing commercial solutions, leading bids and proposals, negotiating contracts, managing strategic accounts, and building a strong commercial pipeline.
The role requires a commercially sharp, hands-on leader who can operate in a fast-paced environment, influence senior stakeholders, and convert business opportunities into sustainable revenue.
Strategic Commercial Leadership
- Develop and execute the commercial and business development strategy in alignment with the company's vision and growth objectives.
- Translate strategic priorities into actionable commercial plans.
- Support market positioning, competitive advantage, and long-term business growth.
Business Development & Market Expansion
- Identify and assess high-value opportunities across priority sectors.
- Build a strong pipeline of qualified opportunities through proactive market development.
- Develop market entry and expansion strategies for local and international growth.
- Monitor industry trends, competitor activity, and regulatory developments.
Client Engagement & Strategic Accounts
- Build and manage executive-level relationships with key clients, partners, and stakeholders.
- Understand client requirements and translate them into commercially viable solutions.
- Serve as a trusted advisor to senior client stakeholders.
- Represent the company in strategic meetings, forums, and commercial negotiations.
Proposal, Bid & Contract Leadership
- Lead end-to-end development of commercial proposals, bids, and client submissions.
- Ensure proposals are aligned with client requirements, commercial objectives, and internal capabilities.
- Lead contract negotiations, pricing discussions, risk mitigation, and deal closure.
- Ensure commercial agreements are profitable, compliant, and sustainable.
Revenue Growth & Pipeline Management
- Own revenue targets and drive performance through disciplined pipeline management.
- Oversee CRM usage, lead qualification, deal tracking, and forecasting accuracy.
- Review commercial KPIs and provide regular performance updates to leadership.
- Prepare board-level and executive reports on commercial performance and market opportunities.
Product-Market Fit & Commercialization
- Work closely with technical, product, and operational teams to convert capabilities into market-ready offerings.
- Support pricing strategies, customer solution design, and commercialization models.
- Ensure new solutions are aligned with customer needs and market demand.
Government, Regulatory & Ecosystem Engagement
- Engage with government entities, regulators, strategic partners, and ecosystem stakeholders.
- Identify public-sector opportunities and lead competitive proposal development.
- Support initiatives related to industrial localization and national development priorities.
Project Oversight & Delivery Assurance
- Oversee commercial projects to ensure delivery aligns with client expectations and contractual commitments.
- Coordinate with internal teams to ensure smooth execution, resource alignment, and client satisfaction.
- Support issue resolution and maintain strong stakeholder confidence throughout project delivery.
Team Leadership & Capability Building
- Build, lead, and develop a high-performing commercial and business development team.
- Create a culture of accountability, performance, innovation, and continuous improvement.
- Coach team members and support succession planning within the commercial function.
Commercial Governance & Risk Management
- Ensure compliance with legal, financial, and commercial governance requirements.
- Identify and mitigate risks related to contracts, partnerships, proposals, and client commitments.
- Maintain high standards of commercial discipline and documentation.
Digital Tools & Commercial Technology
- Leverage CRM, analytics, automation, and digital tools to improve sales effectiveness.
- Enhance forecasting, reporting, customer insights, and commercial decision-making.
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