Commercial Director

Job Title: Commercial Director Location: Armenia Reports to: CEO General Description: The Commercial Director is a senior leadership role responsible for driving the overall commercial strategy and revenue-generating activities within the company. This role involves leading and overseeing sales, marketing, business development, and customer success teams to ensure sustained revenue growth, market expansion, and profitability. This individual will develop and execute comprehensive commercial strategies, optimize the entire revenue process, and foster strong relationships with customers and partners to ensure long-term business success. Key Responsibilities: Ensure revenue growth through multiple channels and activities. Commercial Strategy Development: Lead the development and execution of the company's commercial strategy to drive revenue growth, increase market share, and enhance profitability. Set clear revenue targets, key performance indicators (KPIs), and milestones for the organization across all commercial teams. Identify growth opportunities across sales, marketing, business development, and customer success to maximize revenue generation. Analyze market trends, customer needs, and competitive landscapes to identify new business opportunities, markets, and product innovations. Work closely with the CEO and senior leadership to align commercial and revenue objectives with the company’s long-term business strategy. Sales Strategy and Leadership: Develop and implement a comprehensive sales strategy to achieve revenue growth targets. Oversee the sales team, setting strategic priorities and ensuring the sales strategy aligns with revenue growth objectives. Oversee the sales pipeline, ensuring efficient management and conversion of leads into long-term customers. Monitor sales performance and adjust strategies as needed to meet and exceed revenue targets. Develop key customer relationships, negotiating high-value deals and partnerships. Marketing Strategy and Execution: Lead the marketing team to develop demand generation and customer acquisition strategies aligned with revenue targets. Ensure marketing efforts are well-integrated with sales objectives to improve lead generation,conversion rates and brand growth. Oversee multi-channel marketing campaigns, including digital, content, advertising, public relations, and events. Guide marketing teams to enhance customer segmentation, targeting, and messaging to optimize customer acquisition. Customer Success and Retention: Work closely with customer success teams to maximize customer retention, drive upsell/cross-sell opportunities, expand accounts and increase customer lifetime value (CLTV). Develop strategies to improve customer satisfaction, loyalty, and retention, addressing issues proactively and fostering long-term relationships. Business Development and Partnerships: Identify and secure new strategic partnerships, alliances, and business opportunities to accelerate revenue growth. Negotiate and manage key contracts and business relationships to maximize profitability. Expand the company’s presence in existing and new markets through strategic partnerships and collaborations. Team Leadership and Development: Lead, mentor, and inspire cross-functional commercial teams (sales, marketing, business development, customer success) to ensure high performance and alignment with company goals. Set clear objectives, performance expectations, and KPIs for the commercial teams. Develop training and development programs to upskill teams, ensuring they have the tools, resources, and knowledge to achieve targets. Foster a high-performance culture focused on accountability, growth, and collaboration within the teams. Budgeting and Financial Oversight: Oversee budgeting and financial planning for all commercial activities and teams, ensuring alignment with revenue goals and operational costs. Monitor profit margins, costs, and revenue performance, making adjustments as necessary to ensure financial targets are met. Oversee the sales and marketing budgets, ensuring efficient allocation of resources to drive high-impact campaigns. Evaluate the effectiveness and ensure optimal return on investment (ROI). Innovation and Market Adaptation: Conduct market research and competitive analysis, stay ahead of industry trends, competitor activities, and market shifts to ensure the company remains competitive. Continuously assess and innovate the company’s revenue model and go-to-market strategies. Recommend and implement improvements to products, services, and business models to drive additional revenue streams. Use data and insights to make informed decisions on pricing, promotions, and product development strategies. Requirements Master’s degree in Business Administration, Marketing / Sales, Economics or a related field. 10+ years of experience in sales / marketing / business development, with at least 5 years of experience in senior commercial or revenue-generating roles. Strong leadership and team management skills, with the ability to mentor, develop, and inspire teams. Strong data-driven decision-making abilities Excellent negotiation, communication, and interpersonal skills, with the ability to build and maintain strong relationships with stakeholders. Proven success in leading commercial efforts in retail, e-commerce, telecom or a related field. Creative problem-solving skills with a proactive approach to challenges and customer-first mindset. Ability to adapt to changing market conditions and evolving business strategies. Ability to work in a fast-paced environment and manage multiple projects simultaneously.