Commercial Director (Sheffield) – Enterprise IT Infrastructure and IT managed Services

Company Overview

Established in 2006, FluidOne is an award-winning provider of Connected Cloud Solutions with a £110m turnover and focus on customer service, consistently achieving one of the highest Net Promoter Scores (NPS) in the industry, securing 85 for May 2025. Underlying its services is FluidOne’s national fibre network, Platform One, which is the most connected network in the UK. FluidOne has a strong company culture enjoyed by 500 staff and was ranked in the top 50 Best Companies to work for in the UK awards 2023 and in the top 25 Technology companies to work for in the UK. FluidOne supports the needs of 2400 customers, including 200 channel resellers, with services covering connectivity, SD-WAN, cyber security, IT managed services, mobile, IoT, UCaaS and CCaaS. Addressing the needs of SME, mid-market and Enterprise, FluidOne consults with its customers to design solutions that complement their in-house IT structures. FluidOne takes complex hybrid multi-site environments and makes them simple and secure, so end-users can access their business applications wherever they are.

Led by CEO Russell Horton, co-founder Chris Rogers (who started the business in 2006), CFO Graham Dickie - the management team is backed by Livingbridge to support their ambitious long-term strategy.

AI Strategy: Driving Innovation and Customer Value

At the heart of FluidOne’s vision is a robust AI strategy designed to empower customers, streamline operations, and deliver next-generation digital services.

Sheffield Branch: Highlander Legacy

The Sheffield branch of FluidOne was formerly Highlander, a company with over 20 years of experience delivering IT managed services to local businesses, charities, educational institutions, and national enterprise IT infrastructure projects. More than 85% of customers have remained with the company for five years or longer, reflecting strong client loyalty and satisfaction.

Commitment to Community and Simplicity

FluidOne Sheffield’s ethos centers on “uncomplicating” technology through personal connections, problem-solving, and outcome improvement. This commitment is deeply rooted in a passion for family and extends to supporting local organizations and fostering long-term partnerships within the community.

Role Overview

We are seeking a dynamic and visionary Commercial Director to lead sales and drive profitable growth for our Sheffield branch. This senior leadership role is responsible for driving business growth, executing innovative commercial strategies, and ensuring the branch’s profitability and long-term success. The Commercial Director will manage and develop high-performing teams, foster a digital-first culture, and champion the adoption of emerging technologies such as AI and lead the integration of Revenue Operations (RevOps) principles. This role is pivotal in meeting ambitious revenue targets, expanding market presence, and delivering exceptional, customer-centric solutions.

Key Responsibilities

• Team Leadership & Development: Lead, inspire, and develop the sales, account management, and commercial teams, fostering a high-performance and digitally enabled culture.
• Commercial Strategy: Develop and execute comprehensive commercial strategies that align with company objectives, including pricing, market positioning, and product/service offerings.
• AI-Driven Sales & Operations: Champion the adoption and integration of AI-driven tools and data analytics to enhance sales effectiveness, customer engagement, and decision-making processes.
• Business Development: Identify, pursue, and secure new business opportunities across target sectors, building strong relationships with key clients and stakeholders.
• Digital Transformation: Lead digital transformation initiatives, embedding a digital-first culture, optimizing digital sales channels, and ensuring seamless digital customer experiences.
• Client Engagement: Maintain and grow existing client accounts, ensuring high retention, low churn, and maximising upsell and cross-sell opportunities across the full service catalogue.
• Financial Performance: Support the group IT MD by taking responsibility for contribution to EBITDA for Sheffield (gross margin less direct labour), monitoring revenue, margin, and profitability of customers, deals and product lines, and reporting regularly to senior management.
• Sales Leadership: Oversee the sales pipeline, lead on major bids and proposals, and ensure the branch meets or exceeds annual gross profit (AGP) targets.
• Market Analysis: Continuously monitor market trends, competitor activity, and emerging opportunities or threats, providing insights to inform commercial decisions.
• Technical Collaboration: Work closely with technical and operations teams to ensure client requirements are met, solutions are delivered seamlessly, and service quality is maintained.
• Revenue Operations (RevOps) Leadership: Following group policy and tools for revops implement and oversee the RevOps framework for Sheffield sales, aligning sales, marketing, customer success, and finance teams to maximize revenue generation and operational efficiency.
• Process Improvement: Identify and implement improvements in sales, commercial, and operational processes to drive efficiency and effectiveness.
• Proactive, Customer-Centric Strategies: Develop and implement proactive, data-driven sales strategies, leveraging AI and analytics to anticipate client needs and deliver tailored solutions.
• MSP Sales Expertise: Serve as the subject matter expert (SME) in Managed IT, providing guidance on IT MSP best sales practices.
• Stakeholder Management: Represent the Sheffield branch at group level, collaborating with other branches and group directors to achieve wider business goals.

Requirements

• Proven experience in a senior commercial, sales, or business development leadership role, ideally within IT, technology, or professional services sectors.
• Strong track record in developing and executing successful commercial strategies and delivering sustained revenue growth.
• Excellent leadership, people management, and mentoring skills, with experience managing multi-disciplinary teams.
• Deep understanding of B2B sales, account management, and client engagement, preferably with experience in managed services or IT solutions.
• Strong financial acumen, with experience managing budgets, P&L, and commercial performance.
• Demonstrated experience leading digital transformation and integrating digital tools and AI into commercial operations.
• Exceptional communication, negotiation, and stakeholder management skills.
• Ability to analyse market trends, identify opportunities, and respond to competitive threats.
• Technical aptitude, with the ability to collaborate effectively with technical teams and understand client requirements.
• Experience with CRM systems (e.g., Salesforce) and data-driven sales management is desirable.
• Degree in Business, Management, or a related field preferred; relevant professional qualifications are a plus.

Benefits

• Competitive salary with performance-based incentives.
• Professional development and career progression opportunities.
• Collaborative and inclusive work environment.
• Employee Assistance Programme (EAP).
• Life assurance (3x salary).
• Discount platform and other lifestyle benefits.
• Company pension scheme (5% employer contribution).
• Generous holiday entitlement, including birthday leave.
• Flexible working options.
• Additional branch and departmental incentives.

Additional Considerations

• Willingness to travel as required for client meetings and group collaboration.
• Commitment to diversity, equity, and inclusion in all commercial activities.
• Strong ethical standards and integrity in all business dealings.

How To Apply

Send CV with covering letter to recruitment@fluidone.com with the job title as the subject field.

FluidOne is an equal opportunities provider and welcomes applications regardless of sex, marital status, ethnic origin, disability, religion, sexual orientation, or age.