Director of Commercial

Role Purpose

Lead the Commercial Department and hold accountability for the company's sales and marketing performance. The role converts the company's business plan into commercial strategy, revenue targets, and campaign execution; builds and protects customer and partner relationships; and develops the capability of the sales and marketing teams. The Director of Commercial works closely with the Director of Construction on product readiness and handovers, and with the Director of Accounting & Finance on pricing and collection performance.

Key Responsibilities

1. Commercial Strategy and Market Development

• Develop and implement commercial strategies aligned with company goals and aimed at accelerating growth. Conduct market research and analysis and prepare detailed business plans on commercial opportunities such as expansion and new business development.

2. Sales and Marketing Leadership

• Oversee the preparation and implementation of annual sales and marketing plans. Lead the Sales Office and the Marketing Office and ensure effective coordination between them. Create and refine techniques to attract prospective customers while retaining existing ones.

3. Customer and Partnership Management

• Understand the requirements of existing customers and ensure their needs are met. Acquire new customers, manage client relationships, and build profitable partnerships with agencies, brokers, and business partners.

4. Team Performance and Development

• Set, cascade, and regularly monitor KPIs for sales and marketing team members to ensure targets are met. Oversee training and development programmes that build the capability of the commercial teams.

5. Financial Discipline and Budget

• Assist in setting financial targets, and support budget development and monitoring for the Commercial Department. Exercise pricing and discount approval within the limits set by the Board-approved Delegation of Authority Matrix.

6. Performance Reporting

• Monitor the performance of commercial activities against agreed key metrics, and prepare and present weekly and monthly sales and marketing reports to the CEO and the Board of Directors.

Responsibilities by General and Functional Management

General Management Responsibilities

1. Develop and implement the company's commercial strategy in line with the approved business plan and growth objectives.
2. Prepare business plans on commercial opportunities including expansion and new business development.
3. Assist in setting financial targets and support the development and monitoring of the Commercial Department budget.
4. Exercise authority over approved commercial operations, pricing and discount approval, and marketing budget execution within the Board-approved Delegation of Authority Matrix.
5. Lead the Sales Office and Marketing Office, and provide people leadership across the Commercial Department.
6. Present weekly and monthly commercial performance reports to the CEO and the Board of Directors.

Functional Management Responsibilities

1. Oversee the preparation and implementation of annual sales and marketing plans.
2. Conduct market research and analysis to inform pricing, product positioning, and campaign direction.
3. Ensure effective coordination between the Sales Office and the Marketing Office.
4. Set, cascade, and monitor KPIs for sales and marketing team members against agreed targets.
5. Create and refine techniques to attract prospective customers and retain existing ones.
6. Acquire new customers and manage client relationships, both new and existing.
7. Build and maintain profitable partnerships with agencies, brokers, and business partners.
8. Oversee training and development programmers for sales and marketing team members.
9. Monitor commercial performance using agreed key metrics and act on variance.

Other Responsibilities

1. Coordinate with the Director of Construction on product readiness, unit availability, and handover schedules.
2. Coordinate with the Director of Accounting & Finance on pricing, payment terms, and collection performance.
3. Collaborate with marketing, sales, and customer service teams across the company.
4. Carry out other duties as assigned by the Chief Executive Officer.

Performance Metrics

• Achievement of approved sales revenue and unit sales targets.
• Sales pipeline conversion rate and average time to close.
• Collection performance on signed contracts, jointly with Accounting & Finance.
• Cost per qualified lead and return on marketing spend.
• Customer satisfaction and retention across existing clients.
• Percentage of sales and marketing team members meeting individual KPIs.
• Commercial department budget variance within the approved limit.

Key Deliverables: First 12 Months

1. 90-day commercial plan (market assessment, pipeline priorities, marketing calendar, and team assessment) presented to the CEO.
2. Approved annual sales and marketing plan with cascaded team KPIs.
3. Documented pricing, discount, and payment-term framework operating within the Delegation of Authority Matrix.
4. Active pipeline and CRM reporting discipline with weekly and monthly reporting to the CEO and Board.
5. Agency, broker, and channel partner framework in operation.
6. Capability assessment and development plan for the Sales and Marketing Offices.

Core Competencies

• Moral Quotient (MQ): honest sales practice; commits only to what the company can deliver
• Emotional Quotient (EQ): composure under revenue pressure
• Social Quotient (SQ): builds trust with customers, agents, partners, and peers
• Adversity Quotient (AQ): resilient when the market slows; accountable for missed targets
• Creativity Quotient (CQ): fresh campaigns, new channels, modern digital approaches
• Play Quotient (PQ): creates energy and healthy competition on the sales floor
• Intelligence Quotient (IQ): commercial numeracy in market, pricing, margin, and pipeline data

Qualifications & Experience

• Bachelor's degree in business administration, Marketing, Finance, or a related field; master's degree or MBA an advantage
• 8-12+ years in commercial, sales, or marketing roles, including at least 5 years at management level
• Proven experience as Commercial Director, Sales Director, Head of Sales & Marketing, or equivalent
• Demonstrated track record in sales and marketing and in managing key client relationships
• Strong preference for property development, real estate, or another sales-driven organization
• Commercial strategy, sales pipeline management, market research, pricing, budgeting, CRM and digital marketing
  
  Interview Process:
  2 to 3 Rounds
  Recruiter Contact Details:
  Sreyleak Khiev
  [email protected]
  + 855 70680181 (Phone/Telegram)
  + 855 017500080 (WhatsApp)