What does a commercial director do?
Commercial directors drive the business’s commercial strategy, managing revenue growth and ensuring overall business success. They are responsible for leading the business development team, setting strategic goals and ensuring the company meets its financial objectives.
In India’s dynamic and competitive market, commercial directors bring a strategic approach to business development and revenue management. They identify new business opportunities, optimise sales and marketing efforts and enhance customer relationships. They also help companies adapt to market changes, maximise profitability and stay ahead of the competition.
Commercial directors oversee the development and implementation of commercial strategies, analyse market trends and manage key client relationships on a daily basis. They collaborate with various departments to align business activities with commercial goals and drive revenue growth. Their ability to understand market dynamics and lead high-performing teams is crucial for achieving sustainable business success.
Note that a commercial director's responsibilities differ from those of a sales director. The former has a broader organisational role that includes strategic planning, market analysis and overall business development, while the latter focuses primarily on leading the sales team and achieving sales targets.
Business development managers advance in their careers to become commercial directors.
Also, please do not confuse commercial directors with commercial film directors.
Job Description: Template
We are seeking an experienced commercial director to join our team at [Company X].
As a commercial director, you will shape our business strategy and drive commercial success. You will be responsible for commercial management, developing and implementing revenue growth strategies and expanding our market presence. The ideal candidate is a visionary leader experienced in driving commercial success and building strong business relationships.
If you are a results-oriented and strategic individual, we invite you to join our team. We offer an attractive remuneration package, a dynamic work environment and ample opportunities for professional networking and growth.
Objectives of the role
- Developing and implementing commercial strategies that align with the company’s goals and objectives.
- Overseeing the business development, sales and marketing teams to ensure cohesive and effective execution of strategies.
- Identifying new business opportunities and building strong relationships with major stakeholders, including clients, partners and industry leaders.
- Leading the negotiation and closing of high-value deals and contracts.
- Ensuring the commercial team is meeting its performance targets and objectives.
- Reporting to senior management on commercial performance, insights, and strategic recommendations.
- Monitoring market trends, competitor activities and industry developments to inform strategic decisions.
Your tasks
- Manage and mentor the commercial team, providing guidance, support and professional development opportunities.
- Conduct market research and analysis to identify new opportunities and understand customer needs.
- Develop and execute business growth as well as sales and marketing plans to drive revenue growth and market share.
- Establish and maintain relationships with key clients, partners, and industry stakeholders.
- Prepare and deliver presentations and proposals to prospective clients and partners.
- Monitor and analyse commercial performance metrics, adjusting strategies to achieve targets.
- Set appropriate pricing strategies and policies to maximise profitability.
- Collaborate with other departments, including finance, business development and operations, to ensure alignment and support for commercial initiatives.
Required skills and qualifications
- Bachelor’s degree in Business Administration, Marketing, Sales or a related field.
- Demonstrable experience as a Commercial Director, Sales Director or similar role with a minimum of 10 years in business development or commercial management.
- Extensive experience in market analysis and strategic planning with a proven track record of achieving revenue targets and business growth.
- Strong understanding of market dynamics, sales strategies and business development principles in the Indian context.
- Expertise in market research, data analysis, financial forecasting and budgeting.
- Excellent team leadership and management skills, with the ability to inspire and motivate a team.
- Willingness to think strategically by improving existing systems and developing new standard operating procedures (SOPs).
- Strong communication, negotiation and interpersonal skills, with the ability to build and maintain relationships.
- High level of analytical and strategic thinking, with the ability to make data-driven decisions.
- Ability to work independently and collaboratively in a fast-paced environment.
- Knowledge of at least 3 local market dynamics in key cities like Mumbai, Delhi, Bangalore, Kolkata, Chennai and/or Hyderabad.
Preferred skills and qualifications
- Master’s degree in Business Administration or a related field.
- Relevant certification in Sales or Marketing [e.g., Certified Sales Professional (CSP), Chartered Institute of Marketing (CIM)].
- Working knowledge of digital marketing, CRM software and sales analytics tools.
- Proficiency in financial forecasting, analysis and budget management.
- Multilingual capabilities, especially in Hindi and regional languages
- Knowledge of Indian industry regulations, compliance standards, international markets and global business trends.
