Commercial Director/ Accounts Director

A&E Fire & Security are proud to strive to be the leading service provider for all Fire Prevention and Security Systems. We are passionate about achieving an outstanding level of performance by listening to our customers and understanding their unique requirements, providing deliverable solutions that exceed their expectations.

Our goal is to always make our customers feel they are receiving our personal attention at all times, regardless of project size or service requirement. Whether commercial or residential, each customer must feel that we are always reliable, honest and on hand whenever they require our services or advice.

We are a local, family-run and well-established company, founded in 1965, who have continued to provide full 24-hour, 365 days a year support to businesses throughout the Midlands, South West and South Wales. With approximately 100 directly employed fire and security specialists, we have your needs covered. Our track record of customer service and quality is proven by our long-standing customer relationships that we are delighted to have kept and developed since our founding.

It is extremely important to us to provide a service that protects you and your organisation, property, colleagues, friends and family from the devastating effects of fire. We are seeking an experienced Commercial Director to take ownership of sales, account management and the commercial side of A&E, working closely alongside the Managing Director. Much of this work is currently managed by the Managing Director, including managing key accounts, signing off quotes, looking after customers, and smoothing the handover from sales into operations.

This is a sales and commercial leadership role spanning our pipeline, customer relationships, and quoting and pricing. You will own the sales pipeline end to end, lead and develop the sales and surveying team, nurture and grow our existing accounts, and ensure won work flows cleanly from sales into delivery.

The immediate priority is the sales pipeline, ensuring it is strong, systematic, well converted and never dependent on any one individual. Alongside that, you will own account management and the commercial discipline around pricing and margin. Operational delivery, finance and back-office administration are managed separately. This is a senior position working closely with the Managing Director, freeing him to focus on strategy, installation and the direction of the business.

To take ownership of sales, account management and commercial performance, building a strong, systematic pipeline, growing existing customer relationships, and ensuring quoting and pricing are commercially sound. These aims fit directly with our mission: by managing our customers and commercial process well, we ensure every client receives the reliable, personal and professional service we promise, while the business grows profitably.

Specific monthly and quarterly objectives will be agreed based on current performance:

• Existing accounts retained and grown.
• Quoting and pricing consistently protecting margin while winning good-quality work.
• A smooth handover from sales into operations, with fewer issues bouncing back.

Within the first year, we would expect the Commercial Director to have:

• Taken full ownership of the sales pipeline and quote sign-off process from the Managing Director.
• Established clear account management for key customers.
• Created a clean, reliable handover from sales into operations.

The Commercial Director is responsible for sales, account management and commercial performance at A&E, working closely alongside the Managing Director. The role owns the sales pipeline, customer relationships, quoting and pricing, and the handover from sales into operations. It exists to take the commercial load off the Managing Director and to drive profitable, well-managed growth.

Sales & pipeline:

• Own the sales pipeline end to end — quote management, conversion, win rate and deal flow.

Account management:

• Act as the senior commercial point of contact for important accounts.
• Identify opportunities to grow existing accounts across A&E's services.

Own quote sign-off, pricing and commercial terms:

• Protect and improve margin while winning good-quality work.

Sales-to-operations handover:

• Ensure won work flows cleanly from sales into delivery.
• Resolve issues at the sales/operations seam before they reach the Managing Director.

Lead and develop the sales and surveying team:

• Provide clear commercial reporting and forecasting.

Requirements:

• Proven commercial or sales leadership in a field-based, technical or service business.
• A track record of owning a sales pipeline and improving conversion and win rate.
• Strong account management — retaining and growing customer relationships.
• Experience owning or improving the handover from sales into operations or delivery.
• A background in a relevant sector: fire, security, electrical, mechanical, construction, technical or building services.
• Strong people skills and emotional intelligence — with customers and with a team.
• Able to manage multiple priorities and accounts at once.
• Experience in fire and security or an adjacent sector.
• Experience leading a sales or surveying team.
• Familiarity with CRM and quoting/estimating systems.

The role is based at our Cheltenham head office (Bamfurlong), with travel to client sites and our regional offices as required.

Dependent on the candidate's skills and experience, we are offering a salary of £60,000–£70,000 per annum, plus a performance-related bonus and our company benefits package.

A&E Fire & Security Ltd
Unit 4 Bamfurlong Industrial Park
stallard@ae-fire.co.uk