Commercial Lead

About Q-Bot

Q-Bot develops and delivers robotic underfloor insulation (UFI) for privately owned homes and social housing and retrofit programmes, working directly and through accredited and strategic partners in the UK and internationally. With more than 5,500 installations completed over the last 10 years, it is a proven, innovative technology with a track record in the field. The business is currently undergoing a review and transformation of its operating model, cost base and go-to-market approach. This role is a key part of that change: it will shape how Q-Bot sells and is expected to work in a fast-moving, resource-conscious environment.

Purpose of the role

Q-Bot UFI is specified in multiple retrofit and capital works frameworks nationally, as the only proven, , underfloor insulation solution using its unique robot-enabled insulation technology platform, as well SWARM, a proprietary digital assurance platform that manages installations (automatically capturing compliance evidence). To unlock Q-Bot's healthy pipeline of RSL opportunities and convert framework positions and existing relationships into active contractor awards, call-offs and repeat programmes, in line with the company's goals. The post-holder will take ownership of the commercial function, set sales strategy with the Board, manage the existing team, and will be responsible for closing major deals personally as well as being the prime contact for all Partnership relationships.

Engagement basis

The role may be offered on a full-time or fractional basis (at least 2–3 days a week) depending on the candidate and the stage of the transformation. Fractional appointments are expected to start with a fixed initial term and a defined review point, with scope to move to a full-time leadership position.

Reporting and working relationships

• Reports to the Board/ CEO
• Leads the sales, marketing and business development team
• Works with Operations on delivery capacity and programme planning, and with Finance on forecasting, pricing and cash.
• Interfaces with the leads of Q-Bot's strategic initiatives with UK and international partners.

Primary focus: Registered Social Landlords (RSL) & Funded pipeline

• Review, assess and prepare a game plan for every stalled RSL opportunity and agree a specific route to a decision, including funding, procurement, contractor and approval blockers.
• Personally lead negotiations and closing on key accounts, large programmes and contractor awards.
• Secure and manage contractor and supply-chain routes to market, where Q-Bot delivers through a main contractor or partner.
• Lead tenders, framework mini-competitions, pricing and commercial terms.
• Formalise the channel sales programme

Pipeline discipline and forecasting

• Own the sales process, stage definitions and probability rules from qualification to delivery for the project.
• Post go-live, act as the primary contact with the client and continually assess the potential of the account, the progress vs. the contract terms and ensure internally, Q-Bot is maintaining its obligations on delivery.
• Run a weekly pipeline review; every material opportunity has an owner, next step and decision date.
• Produce an accurate, regularly updated forecast (total and weighted) for the Board and Finance.
• Ensure CRM and weekly reporting are used consistently across the team.

Private sales (supporting scope)

• Work with the lead on private sales to consolidate the domestic strategy including houses and park homes, agreeing seasonal offers and targets. Day-to-day domestic sales remains with the private sales lead.
• Support the Domestic sales lead around website and inbound enquiries as well as ensuring a consistent message from RSL (Commercial) offerings are reflected with the domestic

Partners and strategic initiatives

• Align commercial plans with UK and international partner initiatives, including partner pricing, channel models and joint opportunities.
• Feed customer and market insight into product and partner strategy.
• Work with the service installation and operations delivery team to optimise a remote offering

Team leadership

• Set targets, coach and develop the team, and build clear ownership of accounts and responsibilities.
• Contribute to hiring and structure decisions as the sales function is rebuilt.

Experience and skills

• Proven wins of call-off work on RSL and local authority frameworks, ideally in construction, retrofit or energy efficiency.
• Experience selling through and alongside main contractors (Tier 1 / Tier 2) and navigating RSL procurement.
• Existing relationships with RSL procurement, asset management and retrofit teams.
• Has led a sales team and remains comfortable selling and negotiating personally.
• Rigorous with pipeline, forecasting and CRM; comfortable with commercial and contractual detail.
• Credible and straightforward with customers in a company undergoing change, including covenant, insurance and delivery questions.

Location

Hybrid and largely remote, with periodic leadership meetings in London, plus customer sites and UK travel for events, meetings and demonstrations as required.

Terms (to be agreed)

• Base salary or day rate with commission on signed revenue, against the cash plan.

• Initial term and review point to be agreed (suggested 6 months with a 90-day review).