Director Sales

Our client is a leading global Testing, Inspection and Certification (TIC) company, operating an extensive international network of laboratories and business facilities and supported by a large team of dedicated professionals. With a long-standing reputation for service excellence, the organization helps businesses across industries achieve the highest standards of quality, compliance and sustainability. Its commitment to trust, integrity and reliability enables customers to thrive with confidence.

The Company is seeking an experienced and transformational Director Sales to lead the organization's commercial strategy and build a high-performing, customer-centric sales organization.

As part of a strategic business transformation, this role will lead the redesign and implementation of a standalone commercial function by separating Sales from Operations. The Director Sales will establish the structure, governance, processes, and performance management systems required to create a proactive sales organization focused on business development, customer engagement, and profitable growth.

Reporting to the Managing Director, this role will play a critical part in driving revenue growth, strengthening market presence, and fostering a culture of commercial excellence across all business lines.

• Develop and execute the commercial strategy to achieve revenue, profitability, market share, and strategic growth objectives.
• Identify new market opportunities, emerging industry sectors, and high-growth service offerings across all business lines.
• Drive organic growth through new customer acquisition, strategic account expansion, and cross-selling of the Company's services.
• Lead annual sales planning, budgeting, forecasting, and pipeline management.

• Design and implement a dedicated national sales organization, including sales territories, account ownership, reporting lines, and performance management.
• Recruit, develop, coach, and lead a high-performing sales team focused on consultative and solution-based selling.
• Establish clear sales KPIs, incentive programs, customer segmentation, sales governance, and CRM discipline.
• Monitor sales performance, conversion rates, sales productivity, and customer acquisition metrics to ensure achievement of business targets.

• Develop and execute strategic account plans for key national and multinational customers.
• Strengthen executive-level customer relationships and position the Company as a trusted technical and business partner.
• Lead commercial negotiations, major contract renewals, framework agreements, and long-term partnership opportunities.
• Improve customer retention, satisfaction, and lifetime value through proactive account management.

• Drive business development initiatives across all business divisions by identifying new service opportunities and integrated solutions.
• Collaborate with Business Managers and technical experts to develop customer-specific value propositions and bundled service offerings.
• Lead commercial engagement for strategic bids, tenders, and large-scale opportunities.
• Develop partnerships with industry associations, regulatory bodies, chambers of commerce, and key stakeholders to strengthen market presence.

• Implement best practices in sales management, CRM utilization, opportunity management, pricing governance, and sales reporting.
• Develop commercial policies, sales processes, and customer engagement standards aligned with global best practices.
• Analyze market intelligence, customer trends, competitor activities, and pricing strategies to support informed business decisions.
• Drive continuous improvement in commercial effectiveness, forecasting accuracy, and sales productivity.

• Work closely with Operations to ensure effective service delivery while maintaining clear separation of commercial and operational responsibilities.
• Partner with Finance, Marketing, HR, and Business Managers to achieve business objectives.
• Promote a culture of collaboration, accountability, customer focus, and high performance.
• Ensure compliance with the Company's Code of Integrity, Quality Management System, and all applicable regulatory and corporate requirements.

• Bachelor's degree in Business Administration, Engineering, Science, Marketing, or a related discipline. MBA or equivalent postgraduate qualification is preferred.
• 14–16 years of progressive experience in B2B sales, commercial leadership, or business development, including at least 8 to 10 years in a senior commercial leadership role.
• Experience within the Testing, Inspection & Certification (TIC), industrial services, engineering services, laboratory services, or other technical B2B industries is highly preferred.
• Demonstrated success in leading commercial transformation, sales organization redesign, or business growth initiatives.
• Proven track record of acquiring and growing large corporate, multinational, and strategic accounts while successfully penetrating local markets to expand the customer base, drive sustainable revenue growth, and strengthen market presence.
• Strong understanding of consultative selling, key account management, strategic sales planning, contract negotiations, and tender management.
• Proven ability to lead geographically dispersed sales teams and manage complex customer portfolios.
• Experience using CRM platforms, sales analytics, forecasting tools, and performance management systems.
• Strong commercial acumen with a track record of delivering profitable revenue growth and market expansion.
• Excellent leadership, communication, negotiation, and stakeholder management skills.
• Ability to build strong relationships with senior executives, regulators, industry partners, and multinational clients.
• Strategic thinker with strong analytical capabilities, change management expertise, and a passion for building high-performing commercial organizations.
• High ethical standards and a strong commitment to integrity, quality, and customer excellence.