Group Commercial Business Unit Director (54167)

Company Profile

Hanley Energy is a multi-award-winning global innovator delivering mission-critical and energy-efficient solutions. We offer a comprehensive range of critical infrastructure products and services encompassing electrical design software controls consulting and training.

Group Commercial Business Unit Director Job Description

Location: (Ashbourne Virgina or Stamullen CO Meath )
Reports to: CEO (with key collaboration with CFO and Senior Leadership Team)
Direct Reports: Commercial & Sales Teams supporting functions (as applicable)

Role Overview

The Group Commercial Business Unit Directoris responsible for developing and executing commercial strategies to accelerate Hanley Energys growth across existing client relationships and new business acquisition. This role will establish performance metrics and commercial operating rhythm to ensure the business exceeds targets while working cross-functionally across finance operations marketing and delivery.

TheGroup Commercial Business Unit Directorwill lead Group commercial performance contribute to P&L leadership strengthen forecasting and pipeline discipline and ensure consistent execution across territories and global accounts.

Key Responsibilities

1) Commercial Strategy & Growth Leadership

• Define and execute commercial strategies to accelerate Group revenue growth.
• Identify market trends and build commercial plans based on opportunities and customer demand.
• Ensure commercial activities align to company objectives and long-term positioning.
• Drive executive-level partnerships with key stakeholders to support growth and scale.

2) Group Financial Performance & P&L Ownership

• Share Group P&L responsibility in partnership with the CFO and CEO.
• Support the development of budgets and commercial financial systems.
• Regularly review actual sales performance versus budget and take corrective actions where required.
• Provide input into pricing strategy positioning and margin performance.

3) Sales Leadership Execution & Operating Discipline

• Lead and manage the commercial and sales teams improving performance and key metrics.
• Own forecast discipline and provide accurate forecasting on a regular cadence to senior leadership.
• Set expectations and cadence for pipeline reviews reporting pipeline status and risks.
• Run quarterly business reviews (QBRs) measuring performance against defined KPIs.
• Ensure adoption of tools and processes that improve sales efficiency and operational management.
• Act as a change leader to drive adoption of new selling practices and go-to-market strategy.

4) Account Leadership & Customer Relationship Management

• Build plan and maintain long-term relationships with key accounts and strategic customers.
• Lead and support negotiation of contracts and forecasting for global accounts.
• Drive quarterly customer business reviews and executive briefings across key accounts.
• Facilitate timely issue resolution and escalation management for critical customer matters.

5) Go-To-Market Planning Territory & Resource Optimisation

• Develop and execute comprehensive territory and account plans leveraging internal resources.
• Hold teams accountable to deliver territory and account plans for prospects and key customers.
• Partner with Sales Operations on annual quota planning and territory goal-setting.
• Optimize headcount and resources by region aligned to GTM strategy and growth priorities.

6) Marketing Collaboration & Value Proposition

• Work with Marketing to develop campaigns and demand generation programs.
• Make budget decisions on field marketing programmes aligned to pipeline growth.
• Approve solutions and value propositions for key complex opportunities.
• Ensure Hanley Energys holistic vision is consistently translated into customer value.

7) People Leadership & Talent Development

• Motivate coach and develop high-performing teams and future commercial leaders.
• Drive adoption of solution-selling skills and embed them into day-to-day routines.
• Build a culture of collaboration accountability and engagement across the sales organisation.
• Own hiring decisions compensation inputs performance counselling mentorship and career development.

Performance Measures (Examples)

• Revenue growth vs target (Group region/segment)
• Gross margin performance and pricing effectiveness
• Pipeline health conversion rates and forecast accuracy
• Customer retention satisfaction and strategic account growth
• Sales productivity (quota attainment win-rate cycle time)
• Team development hiring plan delivery and leadership bench strength

Equal Opportunities

Hanley Energy is an equal opportunities employer.

1) Senior commercial leadership experience (non-negotiable)

• 10 years in sales/commercial roles with 5 years leading leaders (Sales Directors/Regional Heads/Commercial Managers)
• Experience owning revenue growth across multiple markets/regions (or multi-business unit)

2) Proven delivery against targets

• Clear evidence of building and executing growth strategy
• Track record of over-achievement (not just managed a team)

3) Forecasting operating cadence discipline

• Strong in pipeline management forecasting accuracy QBRs
• Experience implementing KPIs / CRM discipline / sales operating rhythm

4) Strategic account capability contracting strength

• Proven ability to manage large complex accounts
• Experience leading commercial negotiation frameworks/MSAs pricing margin protection

5) Cross-functional & P&L-level thinking

• Commercial leader who can work with CFO/CEO on budgeting margin pricing headcount planning
• Comfortable in trading reviews performance management corrective actions

6) Leadership & talent development

• Evidence of hiring developing coaching and upgrading capability
• Able to lead change and drive standards (not just be liked)

7) Industry-fit (or adjacent)

For Hanley Energy Id ask for experience in one or more of:

• Data centres / critical power / UPS / MV/LV / EPC / energy infrastructure
• Industrial solutions / mission critical environments
• Complex B2B technical sales with long cycles and high-value projects

Preferred

• MBA / Masters degree
• Experience in data centre mission critical power energy infrastructure EPC or adjacent markets