Head of Commercial

HEAD OF COMMERCIAL - OFFICE BASED ROLE 5 DAYS

Established in 1981, Quality Tractor Parts supports 1,600+ customers, dealers and distributors in Europe, USA, Canada, New Zealand and Australia. Due to continued global expansion, we are seeking to appoint a forward-thinking Head of Commercial. Holding over 20,000 products in stock with an additional 5,000 planned for introduction this year — our product range is growing rapidly. We require a candidate with a strong international outlook who can oversee existing sales activities while implementing a strategic plan to strengthen our presence across all global markets.

The Head of Commercial will adopt our established sales methodology while driving the development of the sales and marketing function. The role provides dynamic leadership to the customer service team and multilingual sales representatives, driving excellence and consistently aligning teams around KPIs and targets across the sales organisation. By analysing trends in customer behaviour and market dynamics, the Head of Commercial will define data-driven strategies that continually enhance commercial performance and support marketing activities. 

This position demands strong commercial acumen, a data-driven mindset, and deep understanding of customer needs and competitive markets to successfully design and execute marketing campaigns. Supported by our ERP system, sales analysis tools, and bespoke warehouse management system, the role is integral to the wider business and involves managing external partnerships while collaborating closely with multiple internal departments. 

The successful candidate will lead a team of 15+ sales representatives, each aligned to a specific market and supported by a designated native speaker, while working in close partnership with IT, Procurement, and Marketing. A key aspect of the role is providing team leadership alongside the Managing Director, as well as overseeing and reviewing key accounts and major customers. While the team includes many seasoned industry professionals, newer members will require ongoing coaching, mentoring, and development to reach their full potential.

The Person

We are seeking candidates with extensive experience in Sales and Marketing management, strong commercial acumen, and the ability to think strategically. You will have a proven track record in revenue forecasting, target setting, and budget management, coupled with the leadership capability to drive high performance across a commercial team.

Leadership & Team Management

You will provide strong leadership across the sales function, taking ownership of the development and delivery of weekly, monthly, and annual sales targets. This includes identifying growth opportunities, driving sales improvements, optimising product mix, and ensuring the team consistently performs against agreed KPIs. You will mentor and guide the team to achieve excellence.

Strategic Planning

As a key member of the senior leadership team, you will implement sales strategies while aligning marketing campaigns that support departmental goals and drive increased revenue for the business. You will define and execute an optimised market approach aligned with target customer segments and develop a clear roadmap to achieve the department’s objectives and the organisation’s wider commercial ambitions.

Data & Analytics

You will utilise analytical tools and lead the team in conducting detailed evaluations of sales performance. This includes identifying strengths, weaknesses, and emerging opportunities. Your insights will drive continuous improvement in our sales strategy, helping to shape actionable recommendations that support revenue growth and overall business profitability.

Cross-Functional Collaboration

Working closely with Product Development and Marketing teams, you will contribute to building strong product and brand intelligence. You will ensure these insights are aligned with broader commercial objectives to support, promote, and drive sales and conversion across all channels.

Reporting Relationship:  Report to Managing Director

Responsibilities

• Execute the company’s strategic goals to further drive and enhance sales revenue. 
• Utilising analytics tools to identify and pursue additional sales opportunities. 
• Maintain and grow current sales opportunities to the active customer base.
• Manage key interdepartmental relationships using their expertise and experience to guide procurement and marketing decisions in relation to current market demands and sales trends.
• Represent the brand at trade shows
• Develop excellent product knowledge.
• Maintain competitor knowledge, competitor activity and cascade appropriately across the organisation.
• Remain current on industry business development.
• Develop and maintain our Sales and Customer Service training Programmes in line with business needs.
• Maximise our current customer spend by understanding our percentage of their spend and delivering a strategy and plan to increase their spend.
• Build relationships to encourage repeat business.
• Exceed KPI's
• Works closely with marketing on plans, processes, and materials to develop. leads, secure new customers through promotion of product in the relevant market areas through digital media.
• Maximising the team’s potential and ensuring the team is actively engaged while supporting their development.

 Skills Experience and Competencies

• At least five years sales team management experience.
• A proven track record of making data driven decisions.
• Excellent communication skills
• Commercial acumen with a collaborative mindset.
• Excellent presentation skills.
• Industry knowledge desired but not essential 
• Extremely sales focused and driven by exceeding targets
• Experienced in building a brand.
• An innovative and creative approach to sales.
• Exceptional leadership skills
• A track record of Sales team development.
• Comfortable partnering in social media projects and strategies.