BCS, The Chartered Institute for IT
Vacancy: Executive Director, Commercial
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Job title: Executive Director, Commercial
Salary
£95,000 - £100,000 with a performance related bonus + car allowance
Location
Home-based; regular UK travel across the region is required
Contract Type
Full-time, permanent
BCS has significant untapped commercial potential. This role exists to realise it. The Executive Director, Commercial will lead and grow BCS's commercial function, bringing together commercial partnerships, sponsorship, business development, sales and account management under a single commercial leadership model, and contributing to pricing and licensing decisions alongside Finance and Product. The postholder is expected to strengthen what is already in place, build the disciplines and ways of working that are not, and deliver at the level BCS is capable of.
As part of the Executive Leadership Team, reporting to the CFO, the postholder will lead the commercial function, strengthening the commercial capability required for BCS's future growth.
Success in this role will be demonstrated through the creation and delivery of a sustainable commercial engine that generates measurable revenue growth, diversified income streams, stronger commercial partnerships, and a commercially disciplined culture across BCS.
Key Responsibilities
Commercial Strategy & Growth
- Develop and deliver BCS's commercial plan, working with the CFO, identifying and prioritising new revenue streams across commercial partnerships, sponsorship, advertising, licensing and direct sales.
- Contribute to the organisation's pricing and commercial propositions, working with Finance and Product to ensure propositions are deliverable and profitable.
- Lead the commercial function, setting ambitious but realistic targets and taking direct accountability for revenue, margin and growth performance.
- Translate organisational strategy into a clear commercial plan, ensuring alignment with BCS's purpose, member value and brand positioning.
- Develop new business development opportunities across corporate, public sector, education and professional body markets.
- Develop and evaluate new commercial models and revenue opportunities that diversify BCS's income and support its long-term strategic ambitions.
- Horizon-scan the market for emerging commercial opportunities, competitor activity and shifts in customer, partner or sponsor demand.
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Commercial Development & Change
- Provide strategic leadership for the continued development of BCS's commercial function, ensuring the right capabilities, governance and operating practices are in place within the function to achieve our growth ambitions.
- Review and enhance commercial performance frameworks, including operating rhythms and accountability, working with Finance and People & Culture on incentive structures, to support consistent delivery and continuous improvement.
- Bring external commercial rigour and market discipline into the commercial function, recommending change through the CFO and Executive Leadership Team and following through on it
- Drive commercial performance and identify opportunities for growth, while strengthening the capabilities and operating model needed for long-term success.
Commercial Partnerships, Sponsorship & Licensing
- Own and grow BCS's portfolio of commercial partnerships, sponsors, advertisers and licensing partners.
- Lead negotiation and structuring of major partnership, sponsorship and licensing agreements, balancing revenue generation with long-term relationship value.
- Identify and develop scalable commercial models, such as licensing, white-labelling and digital partnerships.
- Build and maintain trusted relationships with corporate partners, sponsors and advertisers.
Sales & Account Leadership
- Lead, develop and motivate a high-performing commercial team, fostering a culture of accountability, collaboration and commercial confidence.
- Set and monitor sales targets, KPIs and forecasts, ensuring effective use of CRM and forecasting tools.
- Lead the development and refinement of BCS's go-to-market strategy, driving lead generation, pipeline growth and deal conversion.
- Embed an account management methodology that supports growth plans for top-tier accounts and ensures client satisfaction and retention.
- Personally lead or support high-value pitches, negotiations and the closing of complex deals.
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Commercial Governance & Performance
- Work with the CFO to put in place the commercial governance, pricing discipline and reporting needed to give the Executive Team and Board real-time visibility of commercial performance.
- Provide commercial insight to Executive Team and Board decision making, ensuring strategic investments and organisational priorities are informed by commercial opportunities and return.
- Own commercial contracting standards and approval routes, working closely with Finance and Legal.
Collaboration & Brand
- Partner with the Executive Director, Product to ensure the product roadmap and commercial strategy are aligned, while maintaining clear accountability for product ownership and commercial performance respectively.
- Identify opportunities to leverage digital channels, technology and data to accelerate commercial growth and improve customer acquisition and retention.
- Champion innovative commercial opportunities arising from emerging technologies and evolving market trends.
- Partner with Deputy CEO & Executive Director, Marketing, Membership and Communications to ensure commercial and sales activity strengthens, rather than dilutes, the BCS brand and member proposition.
- Provide expert advice to the Executive Leadership Team on commercial opportunity, risk and performance, supporting the CFO in reporting to the CEO and Board.
- Represent BCS externally at partner, sponsor, client and industry events, building the organisation's commercial reputation and network.
Leadership & Culture
- Lead and develop the commercial team structure, providing the leadership and defining the capability needed to deliver the commercial strategy.
- Inspire and lead a high-performing commercial, partnerships and sales function, building accountability, confidence and a genuine performance culture.
- Coach and develop the commercial team, raising the standard of commercial thinking and client engagement across the function.
- Model the commercial ambition and discipline expected of the team, setting the tone from the top.
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