Role Overview

The Commercial Director is responsible for driving revenue growth, market expansion, and profitability across all commercial channels, including wholesale, corporate accounts, private clients, and HORECA.

This role combines strategic leadership with hands-on execution, overseeing sales performance, key account management, pricing strategy, and commercial partnerships. The ideal candidate brings strong wine industry expertise, a deep understanding of market dynamics, and a proven ability to lead high-performing commercial teams.

Key Responsibilities

1. Commercial Strategy & Leadership

Define and execute the overall commercial strategy across all channels
Drive sustainable revenue growth and margin optimization
Identify new market opportunities, segments, and distribution channels
Align commercial objectives with overall business and brand strategy

2. Sales Management & Channel Development

Oversee and develop sales across Wholesale distribution, Corporate & B2B accounts, Private clients / high-net-worth individuals & HORECA (Hotels, Restaurants, Cafés)
Set sales targets, KPIs, and performance frameworks
Monitor sales performance and implement corrective actions

3. Key Account & Relationship Management

Build and maintain strong relationships with key clients and strategic partners
Lead negotiations with major accounts and distributors
Develop tailored commercial solutions for high-value clients

4. Portfolio & Pricing Strategy

Collaborate with buying and supply chain teams to shape a competitive and balanced portfolio
Define pricing strategies aligned with market positioning and margin targets
Manage promotional calendars, trade incentives, and commercial campaigns

5. Team Leadership & Development

Lead, coach, and develop the commercial team across markets and channels
Foster a high-performance, results-driven culture
Work closely with marketing, operations, and finance teams to ensure alignment

6. Market Intelligence & Reporting

Analyze market trends, competitor activity, and customer behavior
Leverage data to drive decision-making and improve commercial performance
Provide regular reporting and insights to senior leadership

Key Requirement

- Experience:

In commercial/sales leadership roles within the wine or beverage industry
Strong exposure to HORECA, wholesale, and B2B environments
Proven track record of delivering revenue growth and managing large accounts

- Industry Knowledge:

Deep understanding of global wine regions, producers, and market trends
Strong commercial acumen in pricing, margins, and portfolio management

- Leadership Skills:

Demonstrated ability to lead and scale teams
Strong negotiation and stakeholder management skills

- Education & Certifications:

Degree in Business, Commerce, or related field
WSET or equivalent wine certification (preferred)

Commercial Director – Wine