Head of Commercial

Job Description

Head of Commercial

Reporting to: Chief Executive Officer

Location: Singapore

Level: Senior Leadership (Non-C-Suite)

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Role Purpose

The Head of Commercial is accountable for the end-to-end execution of the Group's commercial strategy, with full ownership of revenue performance, demand generation, and go-to-market delivery across Vehicle Sales, Rental & Leasing, Insurance, Marketing, and Branding, covering both B2C and B2B segments.

This role serves as the single point of accountability for commercial execution, ensuring that strategic direction set by the CEO is translated into clear priorities, disciplined execution, and consistent performance across all commercial teams.

The Head of Commercial aligns sales, business development, marketing, and branding into a cohesive commercial engine, driving focus, accountability, and results while reducing fragmentation and execution risk across the organisation.

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Key Responsibilities

1. Commercial Strategy & Revenue Ownership

. Execute and operationalise group-wide commercial strategy, aligned with company growth objectives.

. Be accountable for revenue targets, revenue mix, margins (where applicable), and pipeline health.

. Translate strategic goals into clear commercial priorities, targets, and execution plans.

. Regularly review performance across all commercial verticals and intervene decisively where needed.

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2. Sales Leadership (Car Sales, Rental, Insurance)

. Oversee all sales verticals, including:

o Car sales (new, used, B2C, B2B where applicable)

o Rental & leasing sales

o Insurance sales

. Lead and manage Sales Managers and team leads ensure consistent performance standards.

. Drive cross-sell and upsell across sales verticals (e.g. car insurance financing rental).

. Ensure sales incentives, targets, and behaviours are aligned with long-term profitability, not short-term volume.

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3. Business Development (BD, Corporate Sales)

. Set clear BD priorities and focus areas (corporate, partnerships, fleet, dealers, strategic accounts).

. Oversee BD pipeline management, deal quality, and conversion effectiveness.

. Ensure BD efforts are aligned with operational capacity and strategic direction.

. Work closely with Operations and Finance to ensure BD deals are scalable and commercially sound.

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4. Marketing & Branding Leadership

. Own the execution and effectiveness of Marketing and Branding functions, ensuring plans are delivered on time, within budget, and aligned with Group commercial priorities.

. Ensure all marketing initiatives are clearly linked to measurable commercial outcomes, including lead generation, conversion rates, cost efficiency, and revenue contribution.

. Set priorities and allocate resources across sales verticals to ensure marketing effort is focused on the highest-impact opportunities.

. Ensure branding activities are consistent with the Group's brand guidelines, positioning, tone, and visual identity, and are applied uniformly across all customer touchpoints.

. Act as the commercial gatekeeper for campaigns and initiatives - ensuring alignment with business objectives - without becoming a creative bottleneck or day-to-day executor.

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5. Cross-Functional Integration

. Act as the integrator between Sales, BD, Marketing, Branding, and Operations.

. Resolve conflicts between teams (e.g. sales vs marketing, BD vs ops) decisively and fairly.

. Ensure consistent messaging, pricing logic, and customer experience across all touchpoints.

. Work closely with Finance on forecasting, budgeting, and performance tracking.

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6. Team Leadership & Capability Building

. Lead, coach, and develop senior managers under the commercial function.

. Build a strong second line of leaders, reducing dependency on individuals.

. Identify capability gaps and work with HR to hire, restructure, or upgrade talent where required.

. Set clear expectations, KPIs, and accountability across teams.

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7. Performance Management & Reporting

. Own commercial KPIs and dashboards across all functions.

. Provide clear, concise, and honest reporting to the CEO.

. Highlight risks early and propose corrective actions.

. Drive a performance culture grounded in data, not anecdotes.

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Authority & Decision Rights

. Authority over commercial priorities, targets, and execution plans.

. Authority to recommend changes to:

o Sales structures and incentives

o Go-to-market strategies

o Resource allocation within the commercial domain

. Authority to escalate talent performance issues and restructuring needs.

(Final approval for major structural or compensation changes remains with the CEO.)

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Success Measures (KPIs)

. Group revenue growth and quality of revenue

. Cross-sell penetration across business units

. Sales and BD pipeline health and conversion rates

. Marketing ROI and lead effectiveness

. Leadership effectiveness (team stability, depth, execution consistency)

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Ideal Candidate Profile

Experience

. 10-15+ years in commercial, sales, or revenue leadership roles

. Proven experience managing multiple commercial functions, not just sales

. Experience in complex, multi-product or multi-business environments preferred

Capabilities

. Strong commercial judgement and numerical literacy

. Comfortable managing senior managers and strong personalities

. Able to balance strategy with hands-on intervention when needed

. Structured, decisive, and outcome-oriented

. High integrity and low ego - confident without being political

Mindset

. Owner mentality

. Long-term builder, not short-term optimiser

. Comfortable being measured and held accountable

. Aspires to C-level responsibility but understands it must be earned