Group Commercial Director

Your tasks

Introduction In this position, you will lead a commercial team responsible for growing and developing a portfolio of new and existing clients. You will drive bookings growth and delivery against the team bookings budget by ensuring the team builds strong client relationships and sells both technology solutions and full-service consultative research projects.

• Lead the commercial team to grow new and existing client accounts and deliver the team bookings budget.
• Monitor sales activity, pipeline, bookings, KPIs, and strategic account plans to drive performance and accountability.
• Allocate team quotas and ensure the full sales plan is covered, carrying a personal target where required.
• Guide strategic account planning and identify growth opportunities within existing accounts and new prospects.
• Lead or support major pitches, proposals, RFPs, presentations, and technology demonstrations to maximize win rates.
• Manage pipeline and forecasting, providing regular progress updates to senior leadership.
• Build, coach, develop, and retain a high-performing commercial team.
• Develop senior relationships with key clients and use feedback to strengthen long-term partnerships.
• Expand networks across Insights, Marketing, Brand, Media, Senior Management, agencies, and Procurement, and represent Toluna externally.
• Partner with internal teams to deliver high-quality, commercially viable client solutions.
• Foster a collaborative culture and enable the team to sell across Toluna’s full portfolio.

Requirements

The ideal candidate is an experienced commercial leader with deep market research expertise, strong consultative selling skills, and a track record of leading teams, growing bookings, negotiating complex deals, and developing high-impact client partnerships.

• 10+ years of experience in a research agency or client-side role, including experience in the market research industry selling and/or delivering research solutions to Consumer Insights and Marketing functions.
• Proven consultative selling capability, with sufficient research knowledge to match technology and full-service research solutions to business needs.
• Demonstrated experience leading commercial teams, coaching and developing team members, and growing bookings.
• Strong commercial acumen and drive, with expertise in pipeline management, sales forecasting, account planning, and performance management.
• Experience negotiating complex deals with senior decision-makers and navigating RFPs, challenging buying situations, and service issues.
• Strong executive presence and excellent verbal and written communication skills, with the ability to lead effective sales presentations and technology demonstrations.
• Significant experience producing high-quality proposals and supporting or leading major pitches.
• Ability to positively influence internal teams through persuasion, negotiation, and consensus building, and to develop effective relationships with internal partners and external clients.
• Hands-on and proactive approach, flexible thinking, and the ability to understand client needs and demands in a research context.
• Proficiency in English and the relevant local language, where required.