Commercial Director - Flui

Flui Technologies is a leading software solution provider to the energy and water sector, delivering innovative and scalable software infrastructure and services since 1990. Our solutions - MarketFlow, MeterFlow and DCC Adaptor - support market competition, smart metering, network flexibility and supplier integration across Energy Retail, Energy Networks and Water Retail, and are used to manage messaging for more than 35 million electricity and gas meter points.

As the utility sector evolves to meet the challenges of Net Zero, Smart Metering, Energy Code reform, Market-wide Half-Hourly Settlement, Demand-side Response and Embedded Generation, we combine deep industry knowledge with technical innovation to deliver robust, business-focused solutions backed by dedicated people and exceptional support.

The Commercial Director has overall ownership of the commercial engine of the business - sales, marketing and the bids/contracts function - across Flui's product and services portfolio. This is a director-level role with a seat on the leadership team, accountable for commercial strategy, revenue growth and profitable, sustainable client relationships across a regulated, technically complex market.

You will set the commercial direction for the business, own the commercial P&L, and provide strategic leadership, coaching and challenge to the sales and marketing team to deliver against ambitious company targets. The role combines strategic oversight - shaping go-to-market, pricing and partnership strategy - with close, hands-on involvement in our largest and most complex client relationships, tenders and framework agreements. You will work closely with the Managing Director, Chief Technology Officer, and Operations Director to ensure commercial strategy is joined up with product, delivery and customer success.

The post requires strong commercial judgement, multi-tasking, and the leadership and stakeholder-management skills to operate credibly from account teams through to utility C-suite and industry bodies.

Job Responsibilities

• Setting and owning the commercial strategy across sales, marketing and bids/contracts, aligned to Flui's growth targets in Energy Retail, Energy Networks and Water Retail.
• Overseeing Account Management, New Business and Marketing activity to deliver annual bookings, revenue and retention targets, with full commercial P&L accountability.
• Leading bid and tender strategy for formal procurement and framework processes typical of the utility sector, and personally sponsoring the largest, most strategic pursuits.
• Developing pricing and packaging strategy across software licensing and managed services, balancing commercial growth with long-term client value.
• Building and maintaining executive-level relationships with client organisations, industry bodies (e.g. Ofgem, Elexon, RECco etc) and partners across the energy and water sector.
• Negotiating and structuring profitable, long-term commercial agreements and contracts with clients and partners.
• Ensuring accurate sales reporting, pipeline management and forecasting, providing the Managing Director and leadership team with visibility of key commercial indicators.
• Working closely with the CTO and product teams to ensure the commercial proposition reflects market needs - Net Zero, Smart Metering, Market-wide Half-Hourly Settlement and Energy Code reform - and feeds client insight back into the roadmap.
• Recruiting, developing and motivating a high-performing sales and marketing team, and personally managing a small number of key accounts.
• Ensuring an outstanding standard of commercial governance, contract compliance and customer service throughout the client lifecycle.

Essential Competencies and Experience

• Demonstrable understanding of the energy and/or water utility sector, including regulatory and market drivers such as Net Zero, Smart Metering and Market-wide Half-Hourly Settlement.
• Track record of setting commercial strategy and driving profitable growth in a B2B software or technology business.
• Experience with enterprise software solutions sold into large, complex and regulated organisations.
• Significant experience in the UK energy, water or utilities sector, with knowledge of complex, long-cycle sales and formal tender/framework processes.
• Experience building and leading successful sales and marketing teams, and managing a healthy, well-forecast pipeline.
• Proven ability to build and maintain long-lasting relationships from operational contacts through to C-suite.
• Strong experience of contract negotiation and commercial frameworks with both suppliers and customers.
• Strong IT skills, including experience managing sales and pipeline through a CRM platform.
• Willingness to travel across the UK, including occasional overnight stays.

Job Qualifications

• A degree or equivalent in a relevant discipline is a bonus, or comparable director-level commercial experience.
• An established profile and industry knowledge within the UK energy, water or utilities software sector is highly desirable.

Your Personal Characteristics Will Include

• A great communicator with advanced negotiation and influencing skills at director/board level.
• Commercially driven, with a hunter mindset balanced by strategic, long-term thinking.
• An analytical mind, able to evaluate and evolve commercial approaches based on a strong understanding of business goals.
• Results-driven and self-motivated, with a determination to close complex, high-value deals.
• Highly organised, with a strong work ethic and the capacity to succeed in a demanding, regulated environment.
• An understanding of the need to balance commercial success with customer satisfaction, regulatory compliance and employee engagement.