The Head of Commercial will lead the end-to-end commercial function for a growing energy business, with responsibility for
sales strategy, pricing, forecasting, tendering, and commercial governance
. This is a senior leadership role requiring a strong blend of
commercial acumen, market insight, and operational execution
within the energy sector.
The role will work closely with executive leadership, operations, finance, and project delivery teams to ensure that commercial decisions support sustainable growth, margin protection, and long-term customer value.
Key Responsibilities
Commercial Leadership & Strategy
* Define and execute the overall
commercial and sales strategy
aligned with business growth objectives.
* Act as a senior commercial advisor to the executive team on pricing, risk, contract structures, and market positioning.
* Establish commercial governance frameworks to support scalable and compliant growth.
Sales Leadership
* Lead and develop the sales function, setting clear performance targets and KPIs.
* Drive new business acquisition while strengthening relationships with existing customers.
* Oversee pipeline management, opportunity qualification, and conversion performance.
Pricing & Margin Management
* Own pricing strategy across products and customer segments.
* Ensure pricing reflects market conditions, risk exposure, cost structures, and margin targets.
* Lead approval processes for non-standard pricing and complex commercial arrangements.
Forecasting & Performance Reporting
* Own sales forecasting, revenue projections, and commercial reporting.
* Provide accurate and timely insights to finance and leadership to support planning and investment decisions.
* Monitor performance against budget and intervene where corrective action is required.
Quotes, Tenders & Bids
* Lead the commercial response to
quotes, tenders, and competitive bids
.
* Ensure bids are commercially robust, competitively positioned, and aligned with delivery capability.
* Oversee contract review and negotiation, working closely with legal and operations.
Project & Delivery Support
* Partner with project and operations teams to support successful delivery of contracted work.
* Provide commercial oversight through project lifecycle to protect margin and manage risk.
* Resolve commercial issues that arise during delivery, including variations and change control.
Stakeholder Management
* Build strong relationships with key customers, partners, and internal stakeholders.
* Act as a senior commercial interface with strategic clients and counterparties.
* Represent the business in high-value commercial negotiations.
Experience & Background
* 7+ years' commercial experience within the energy sector
(e.g. supply, generation, trading, infrastructure, utilities, or related).
* Proven experience leading
sales and commercial teams
in a complex, regulated environment.
* Strong background in
pricing, forecasting, tenders, and contract negotiation
.
* Demonstrated ability to operate at senior leadership level, influencing executive decision-making.
* Experience working with project-based or contract-led business models is highly advantageous.
Skills & Competencies
* Strong commercial judgement and financial literacy.
* Excellent negotiation and stakeholder management skills.
* Ability to balance growth, risk, and margin in dynamic market conditions.
* Structured, analytical approach combined with pragmatic execution.
* Confident leader capable of building and motivating high-performing teams.
Personal Attributes
* Strategic thinker with hands-on execution capability.
* Comfortable operating in a fast-moving and evolving market.
* High integrity, accountability, and attention to detail.
* Collaborative leadership style with strong communication skills.
Why This Role
* Senior leadership role with real influence over commercial strategy.
* Opportunity to shape and scale the commercial function.
* Exposure to complex, high-value commercial decision-making.