At a Glance
- Tasks: Lead NPL's commercial strategy, driving scientific capabilities into customer value and sustainable revenue.
- Company: Join NPL, the UK's National Metrology Institute, making a national impact through science.
- Benefits: Competitive salary, professional development, and the chance to shape public value at scale.
- Other info: Dynamic environment with opportunities for significant career advancement and societal impact.
- Why this job: Be a key player in transforming commercial strategies that benefit society and drive innovation.
- Qualifications: Proven leadership in commercial roles with a strong track record in revenue growth and strategy.
The predicted salary is between 75000 - 100000 £ per year.
Role Purpose
Commercialisation is a central strategic lever for NPL’s next phase of growth, national impact and external relevance, ensuring that its science delivers maximum public value at scale. This is a critical senior leadership role with organisation-wide accountability for shaping, governing and delivering NPL’s commercial ambition within the new operating model. Reporting to the Chief Customer Officer, the Head of Commercial Strategy will own NPL’s end‑to‑end commercial strategy and performance, driving how its scientific capabilities translate into customer value, national impact and sustainable revenue in support of its public purpose. Acting as the enterprise authority for commercial strategy, routes to market and commercial governance, the role will balance growth, risk and public value, whilst strengthening customer experience and delivering impact at scale. A core aspect of the role is ensuring that commercial decisions consistently reinforce NPL’s role as the UK’s National Metrology Institute strengthening trust, enabling innovation and delivering long‑term societal and economic benefits.
Key Responsibilities
- Set and govern NPL’s enterprise‑wide commercial strategy aligning scientific capability, customer demand and market opportunity to deliver long‑term organisational and national impact.
- Acting as a visible enterprise leader and change sponsor.
- Own the commercial operating system, including sales capability, pipeline health, conversion and performance management, ensuring clear accountability for outcomes and risk while enabling Business Units to win and deliver effectively.
- Define and govern NPL’s routes‑to‑market strategy, including traditional services, consultancy, digital and data‑driven services, partnerships, ecosystems, IP licensing and spin‑outs, ensuring scalable, investable models, clear decision rights, and strong alignment to customer, regulatory and market requirements.
- Own the design and evolution of NPL’s enterprise commercial model, integrating customer services, insight, propositions and experience into a coherent, insight‑led system that supports strategic decision‑making and long‑term growth.
- Sponsor and direct enterprise‑wide commercial and customer transformation, shaping operating models, capability, investment priorities and ways of working, particularly for customer experience and care.
- Act as NPL’s commercial authority externally, positioning NPL as a trusted partner that delivers both market‑facing solutions and nationally significant outcomes.
Person Specification
Essential Experience
- Enterprise‑level accountability for commercial performance, investment decisions and risk exposure across a complex organisation.
- Significant senior leadership experience in a commercial, business development or market‑facing role, with a proven track record of driving commercial capability and revenue growth at scale.
- Credible at executive and board interface level, including influencing and shaping strategic direction and assuring commercial governance.
- Designing, owning and embedding organisation‑wide commercial policy, governance and assurance frameworks.
- Demonstrated success in defining and delivering enterprise‑wide commercial strategy in complex, evolving environments with multiple stakeholders.
- Proven ability to design and activate sales and go‑to‑market operating models, driving pipeline development, conversion discipline and performance management.
- Experience of developing and scaling innovative routes to market, including partnerships, digital channels, ecosystems and/or new venture models.
- Proven track record of aligning commercial, operational and technical leaders around shared priorities through influence and collaboration.
- Strong commercial and financial acumen, including shaping business models, pricing strategies and investment decisions.
- Leading and developing high‑performing, customer focused commercial teams.
Desirable Experience
- Background in science, research, technology, or other knowledge‑intensive environments, or ability to operate credibly in technically complex settings.
- Track record across both commercial and public or regulated contexts.
- Leading transformation or building capability from partial maturity.
- Exposure to consulting or advisory environments.
- Established external networks across industry, government or innovation ecosystems.
- Involvement in venturing or other strategic business model approaches.
Personal Attributes
- Strategic and forward‑looking, able to connect market dynamics, customer needs and organisational capability into a clear commercial direction.
- Builder and change agent, comfortable operating in ambiguity and driving delivery at pace.
- Commercially driven and results‑oriented, with a focus on execution and measurable impact.
- Externally orientated with a strong network and comfortable operating in a visible, high‑profile environment.
- Credible and influential, able to engage senior stakeholders and act as an external ambassador.
- Innovative and curious, bringing fresh thinking and identifying growth opportunities.
- Collaborative and pragmatic, able to work across boundaries and balance ambition with delivery.
- Strong alignment with NPL's public purpose with a clear commitment to delivering impact beyond commercial outcomes.
We actively recruit citizens of all backgrounds, but the nature of our work in specific departments means that nationality, residency and security requirements can be more tightly defined than others. To work at NPL, you will need to obtain BPSS security clearance.
Associate Director, Commercial Strategy in Teddington employer: National Physical Laboratory
NPL is an exceptional employer that champions innovation and public value, offering a dynamic work culture where strategic thinkers can thrive. With a commitment to employee growth, NPL provides opportunities for professional development and leadership in a collaborative environment, all while contributing to national impact through cutting-edge scientific capabilities. Located in the heart of the UK, NPL fosters a sense of purpose and community, making it an ideal place for those seeking meaningful and rewarding careers.
Contact Details:
National Physical Laboratory Recruitment Team
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We think you need these skills to ace Associate Director, Commercial Strategy in Teddington
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