Commercial Director

Senior Commercial Director

Location: Frimley or Bristol | Hybrid Working

Shape strategic opportunities. Lead complex deals. Drive sustainable growth.

We are seeking an ambitious, commercially entrepreneurial senior leader to play a pivotal role in shaping and securing major business opportunities within a complex, technically demanding environment.

This is an exciting opportunity for an experienced commercial professional who combines strategic thinking, commercial innovation and exceptional deal-making capability with the leadership skills to influence customers, develop partnerships and mobilise high-performing teams.

We are looking for someone who goes beyond traditional commercial and contract management. You will be a strategic dealmaker, capable of identifying opportunities before they become formal procurements, challenging conventional approaches and developing differentiated commercial propositions that deliver sustainable value.

The Role

As a senior commercial leader, you will work at the intersection of business development, commercial strategy, customer engagement and business growth.

You will take a leading role in developing and executing commercial strategies for complex, high-value opportunities, working closely with senior internal stakeholders, customers and strategic partners.

Key responsibilities will include:

• Strategic Business Development: Identify, develop and shape new commercial opportunities, including unsolicited proposals, alternative solutions and innovative bids that challenge traditional customer requirements.
• Strategic Capture Leadership: Lead the commercial aspects of major strategic opportunities, from early qualification and proposition development through to negotiation and contract award.
• Commercial Innovation: Develop creative commercial structures, pricing strategies and business models that differentiate propositions, protect profitability and manage risk.
• Pricing & Negotiation: Lead complex, high-value commercial negotiations, balancing competitiveness, commercial protection and long-term value creation.
• Commercial Risk & Governance: Exercise sound commercial judgement, evaluating financial, operational, delivery, reputational and strategic risks.
• Customer & Partner Engagement: Build influential relationships with senior customer stakeholders, strategic partners and key decision-makers.
• Business Model Development: Shape wider customer propositions, including delivery models, operating structures, partnership arrangements and innovative commercial approaches.
• Leadership & Collaboration: Mobilise multidisciplinary teams across business development, sales, finance, technical, operational and commercial functions to achieve shared objectives.

You will be expected to combine strategic leadership with hands-on involvement, personally leading critical commercial activities where required while developing the capability of those around you.

About You

You will be an established senior commercial professional with a demonstrable track record of developing opportunities, winning business and delivering commercial growth in complex, contract-led environments.

You are likely to bring:

• Significant senior-level commercial leadership experience.
• A strong track record of shaping and securing complex, high-value commercial opportunities.
• Direct involvement in strategic capture, business winning and proposition development.
• Experience developing innovative pricing strategies, commercial structures and alternative business models.
• Proven success leading sophisticated customer and partner negotiations.
• Strong financial and commercial acumen, with the confidence to make decisions in complex or ambiguous environments.
• Experience building trusted relationships with senior executives, customers and strategic partners.
• The ability to influence across matrix organisations and lead multidisciplinary teams without relying solely on formal authority.
• A demonstrable record of coaching, mentoring and developing high-performing commercial teams.

Experience gained within defence, aerospace, defence technology, engineering services, government contracting, technology integration, professional services or other complex technical and regulated environments would be particularly relevant.

Experience working with UK Government or Ministry of Defence customers would be advantageous, although candidates from comparable commercial environments will also be considered.

Leadership Style & Personal Attributes

We are looking for a commercially ambitious but collaborative leader who combines high standards with a supportive and engaging management style.

You will demonstrate:

• Strategic vision and the ability to translate opportunities into executable commercial strategies.
• Confidence and credibility when engaging senior executives and customers.
• The resilience to navigate complex negotiations and challenging commercial environments.
• The judgement to challenge established thinking