Sales and Commercial Manager

The Sales & Commercial Manager is
responsible for driving sales growth, delivering accurate project estimations,
and ensuring strong commercial performance across all relocation projects
within their region. Reporting to the Sales Director, the role combines sales,
business development, and commercial management to secure new business, protect
margins, and deliver client satisfaction. The Sales & Commercial Manager
will lead on identifying opportunities, building relationships, providing
accurate costings, and ensuring projects are delivered in line with divisional
targets.

Requirements

Sales & Business Development

• Identify, target, and
  convert new business opportunities across domestic, commercial, and
  international relocations.
  
• Develop and maintain
  relationships with prospective and existing clients, ensuring their needs
  are understood and met.
  
• Proactively identify
  opportunities to upsell and cross-sell wider divisional services.
  
• Represent the business
  at industry events, networking forums, and client meetings to increase
  visibility and strengthen reputation.
  
• Support the Divisional
  Director with tendering and bid management for high-value contracts.
  

Estimation & Pre-Sales

• Conduct site surveys to
  scope, measure, and price relocation projects accurately.
  
• Prepare and present
  detailed quotations, costings, and proposals aligned with divisional
  pricing frameworks.
  
• Collaborate with
  operational teams to ensure all estimations are commercially viable and
  deliverable.
  
• Provide technical and
  commercial expertise in client presentations, tenders, and bid
  submissions.
  

Commercial Management

• Manage regional P&L
  performance, ensuring delivery against divisional budget and margin
  targets.
  
• Apply robust commercial
  governance, cost control, and pricing practices.
  
• Regularly analyse
  variances and implement corrective actions to protect profitability.
  
• Ensure all activities
  are compliant with divisional frameworks, contractual obligations, and
  risk management policies.
  

Project & Client Oversight

• Oversee regional project
  delivery from mobilisation through to completion.
  
• Act as the commercial
  point of contact for clients, ensuring clear communication and governance.
  
• Collaborate with
  National Account Managers to ensure regional delivery supports wider
  client strategies.
  
• Monitor project
  performance to ensure SLA, compliance, and quality targets are
  consistently achieved.
  

Leadership & Development

• Lead and mentor project
  and estimation staff to achieve divisional performance expectations.
  
• Support succession
  planning and capability development in line with divisional people
  strategies.
  

Key Performance Indicators (KPIs)

Performance will be measured against agreed
financial, delivery, and client metrics that directly support divisional
objectives:

• New business revenue
  generation and conversion rates
  
• Accuracy of estimations
  versus actual project delivery costs
  
• Regional gross margin
  performance
  
• Project delivery KPIs
  (cost, time, quality)
  
• Budget vs. actual
  variance
  
• Client satisfaction and
  retention rates
  

Benefits