Commercial Sales Manager

Position: Commercial Sales Manager
Job ID: 1298/102
Location: Scotland / North West / North East 
Rate/Salary: £60,000 – £75,000
Benefits: Hybrid, Car Allowance / Company Car, Pension, Life Assurance, and more
Type: Permanent, Full Time

HSB Technical Ltd is a specialist recruiter within the Power & Propulsion, Shipbuilding, Maritime Shipping, Energy and Subsea sectors – visit: www.hsbtechnical.com for a list of our vacancies.

We have a number of permanent and contract vacancies for multiple businesses across the UK and overseas.

The below job description will outline this position of: Commercial Sales Manager  

The Commercial Manager leads the Core business sales function, driving a strategic shift from reactive, inbound-dependent sales to proactive new business generation. The role owns the sales budget, sets targets for the team, and holds direct reports accountable to performance standards. This is a hands-on leadership position requiring someone who leads by example: consistently using CRM, maintaining customer relationships, and demonstrating the proactive behaviours expected of the team.

• You will:Own and deliver the annual sales budget and revenue targets for the Core business
• Lead, manage, and develop a team of sales professionals
• Drive a culture of proactive sales activity: targeting new business, re-engaging dormant accounts, and growing revenue from existing customers
• Set clear KPIs and targets for each team member and hold them accountable through regular reviews
• Maintain accurate, up-to-date CRM records and ensure the team does the same
• Conduct regular pipeline reviews with data-driven analysis of opportunities and forecasts
• Build and maintain relationships with key accounts and strategic customers
• Collaborate with operations, technical, and marketing teams to deliver integrated customer solutions
• Support marketing initiatives by contributing to campaign ideas, providing market intelligence, and following up on marketing-generated leads
• Identify new routes to market, commercial opportunities, and growth areas
• Represent the business at industry events, exhibitions, and customer meetings
• Provide regular performance reports to the Commercial Director, including pipeline status, wins/losses, and corrective actions
• Keep abreast of competitor activity, market developments, and industry trends
• Build and maintain relationships with OEM partners, ensuring the business maximises opportunities from these strategic partnerships
• Support bid preparation and value-based pricing strategies for major opportunities
• Create positive working relationships with key internal stakeholders across operations, technical, service, and functions
• CRM discipline: maintains exemplary CRM records and ensures team compliance; CRM is the single source of truth for all sales activity
• Accountability: conducts structured weekly/monthly reviews with each direct report; addresses underperformance promptly
• Data-driven management: decisions and reviews based on facts and data, not assumptions or anecdote
• Professional conduct: demonstrates reliability, punctuality, and professional representation at all engagements
• Proactive leadership: personally demonstrates the proactive behaviours expected of the team

Essential Experience:

• Proven track record in B2B sales leadership with demonstrable results
• Marine industry experience
• Experience managing and developing a sales team: setting targets, conducting reviews, addressing underperformance
• Strong CRM proficiency: uses systems to manage pipeline, track activity, and drive accountability
• Experience driving proactive sales culture (not purely reactive/inbound-dependent teams)
• Experience of bid writing and value-based pricing
• Confident and accomplished presentation skills, including experience with multinational audiences
• Data-driven approach to performance management and decision-making
• Proficient in Microsoft Office applications
• Happy to travel regularly across the UK

Desirable Experience:

• BEng or MEng equivalent in Marine/Mechanical Engineering
• Knowledge of diesel engines, turbochargers, or technical products
• Experience in power generation or related industrial sectors
• Experience with Microsoft Dynamics or similar CRM/ERP systems
• Experience developing new routes to market or distributor networks