Head of Commercial Trading

The Client

We are partnering with an ambitious, well-funded consumer business operating in a highly competitive, subscription-led market.

Having established a strong customer base and invested significantly in its proposition and infrastructure, the business is entering its next phase of development. The focus is now firmly on commercialising that investment, accelerating profitable growth and extracting greater value from the existing customer opportunity.

To support this, we are looking to appoint a Head of Commercial Trading who can bring together data, customer insight, sales performance and financial information to drive better commercial decision-making

The Role

You will own the commercial view of business performance, identifying what is happening, understanding why and, most importantly, determining what the business should do about it.

Working across sales, marketing, product, proposition, finance and analytics, you will establish and lead a regular trading rhythm that turns insight into clear priorities and measurable action.

Key responsibilities will include:

• Owning the commercial trading and performance agenda, including weekly trading reviews.
• Assessing customer and commercial unit economics to understand where value is being created or lost.
• Owning revenue, customer and sales forecasting alongside key commercial KPIs.
• Identifying performance gaps, commercial opportunities and potential interventions.
• Driving initiatives to improve revenue, profitability, ARPU, acquisition economics, customer value and payback.
• Influencing decisions around pricing, proposition, sales incentives and commission structures.
• Bringing together insight from sales, finance, marketing, product and data into one coherent commercial picture.
• Creating accountability and driving action across functions without necessarily having direct authority over them.
• Providing senior leadership with clear recommendations rather than simply reporting performance.

You will have support from analytical, sales operations and finance colleagues, so the emphasis is on commercial judgement, pace, leadership and influence, rather than personally producing every piece of analysis.

The Person

We are looking for someone who combines strong analytical capability with a genuinely commercial mindset.

You are likely to have experience within a subscription, recurring-revenue or high-volume consumer environment. Telecoms or broadband experience would be highly relevant, although backgrounds in areas such as mobile, utilities, insurance, media or consumer financial services could be equally interesting.

You should be able to demonstrate:

• Ownership of a regular commercial trading or performance process.
• Strong understanding of customer and commercial unit economics.
• Experience improving revenue, margin, ARPU, acquisition cost, customer value or payback.
• Strong commercial forecasting and KPI management capability.
• Evidence of influencing pricing, proposition, incentives or other significant commercial decisions.
• The ability to translate complex data into clear commercial actions.
• Credibility to challenge and influence senior stakeholders across multiple functions.

Above all, we are looking for an action-orientated commercial leader. Someone who is comfortable getting underneath the numbers but is much more interested in changing the outcome than reporting what has already happened.