Head of Commercial

Contronics is a leading provider of laboratory monitoring systems, calibration and temperature mapping services to NHS, healthcare and life science organisations. For over 30 years we have continued to deliver outstanding system reliability and unrivalled service standards. Contronics is part of Vesta Software Group, within Jonas Software Group and Constellation Software Inc.

The Head of Commercial is a dynamic, commercially driven leadership role, pivotal to the next stage of our growth. Reporting directly to the General Manager and forming part of the Senior Leadership Team, you will lead our Sales and Marketing functions, build new routes to market through distribution and reseller partners, and lead the commercial launch of new products. You will be central to delivering our ambitious year-on-year growth targets.

Job Responsibilities

• Leadership & Strategy
  • Lead the sales team and manage our marketing partner, building a high-performing, accountable culture aligned with our values.
  • Define and deliver a commercial plan aligned with our business strategy and business objectives, covering direct sales, channel partners, marketing and new product launches.
  • Broaden our customer base across private healthcare, biotech, pharma and research alongside our core NHS customers, and support growing international sales.
  • Use market intelligence, competitor analysis and performance data to shape propositions, pricing and planning.
  • Recruit, onboard and develop talent as the commercial team grows. Run regular 1:1s, performance reviews and team meetings to drive accountability and recognise success.
  • Act as the commercial voice on the Senior Leadership Team, supporting business reporting, strategic planning and group-wide initiatives. Represent Contronics at industry events and in specialist forums.
• Sales & Business Development
  • Deliver sales targets for new customers and for new business within our existing customer base.
  • Take a hands-on role in prospecting, leading and closing high-value opportunities, and set the standard for the team. As the business grows and succeeds, the role will move towards leading and developing a larger commercial team.
  • Prioritise sales that build long-term recurring revenue and help customers scale with us as their needs grow.
  • Diversify the customer portfolio to reduce reliance on any single customer or sector.
  • Provide oversight and final review of tenders and proposals, including NHS and public-sector procurement frameworks, and make sure responses are compliant, competitive and high quality.
  • Review and approve quotations and pricing within agreed margins and discount authority.
  • Run regular pipeline reviews, keep the pipeline well qualified, and give accurate forecasts and full visibility of performance against target.
  • Work closely with the Head of Operations to identify expansion opportunities in existing customers and to make sure new customers are handed over smoothly.
  • Make sure every team member understands their contribution to team targets. Address underperformance quickly and celebrate success.
• International Channel Partnerships
  • Identify, recruit and contract distributors and resellers in target international markets.
  • Deliver structured onboarding, product training, sales enablement and co-marketing so partners can sell with confidence.
  • Set clear targets and agreements, review performance regularly, and act on underperformance.
  • Develop international sales into a meaningful and growing contributor to company revenue.
  • Make sure partners represent Contronics consistently and meet our brand, quality and compliance standards.
• Product Launch
  • Own the go-to-market plan for new products and propositions, from market validation through to launch and adoption.
  • Define positioning, packaging and pricing that meet the needs of different customer segments.
  • Work in close partnership with the Head of R&D and Product Owner so the product roadmap reflects market needs, customer feedback and commercial priorities.
  • Make sure the sales team has the tools, training and launch materials it needs, working with our marketing partner on content.
  • Track adoption, revenue and customer feedback after launch, and refine the approach.
• Marketing
  • Create and deliver the annual marketing plan in line with commercial goals across UK and international markets.
  • Set priorities, brief and manage the performance of our marketing partner, and ensure a clear return on investment.
  • Build Contronics' reputation as a trusted, respected authority in laboratory monitoring and compliance.
  • Drive targeted campaigns, digital activity and lead generation, delivered with our marketing partner, that feed a well-qualified pipeline.
  • Use AI-driven tools for lead generation and scoring, campaign delivery and competitor monitoring.
  • Define the key messages and content priorities for the sales team, channel partners and product launches. Brief our marketing partner and approve what they produce.

Job Qualifications, Skills and Experience

• Essential
  • Commercial Leadership: At least 5 years in a senior sales or commercial leadership role.
  • Technical and Systems Sales: Proven success selling technical systems or solutions where compliance, regulation or quality standards are a key buying driver.
  • New Business Growth: A track record of winning new customers and growing revenue from existing accounts, including closing high-value deals.
  • Hands-On Selling: Comfortable leading from the front, prospecting and closing personally while leading and developing others.
  • Commercial Acumen: Strong grasp of pricing, margins and recurring-revenue models, with the confidence to negotiate and influence at senior level.
  • Tenders and Proposals: Experience of formal proposal and tender processes, ideally including public-sector procurement.
  • Data and Reporting: Highly numerate, with experience of pipeline management, forecasting and CRM-driven reporting.
  • Communication: Excellent written and verbal communication, confident with customers, partners and internal teams.
  • Travel: Willing to travel in the UK and internationally as required. Full UK driving licence.
• Desirable
  • Sector Knowledge: Experience in NHS, healthcare or life science markets.
  • Channel Development: Experience of building and managing international distributor or reseller networks.
  • Product Launch: Experience of taking new products or propositions to market.
  • Marketing Management: Experience of setting marketing strategy and managing external marketing partners.
  • AI and Sales Technology: Familiarity with AI-driven sales and marketing tools and automation.

Personal Characteristics and Company Values

• Positive and Resilient (Be Positive): Brings energy and optimism to the commercial team, stays composed under target pressure, and treats setbacks as learning.
• Driven by High Standards (Excellence): Holds themselves and the team to high standards in sales performance, proposal quality and customer engagement.
• Customer-Focused (Service): Understands the compliance and operational pressures our customers face, and builds long-term relationships based on trust and value.
• Commercially Smart (Work Smarter): Focuses effort on the opportunities that matter most, uses data and technology to work efficiently, and makes sound commercial decisions.
• Collaborative Leader (We're a Team): Works closely with R&D, Operations and our marketing partner, leads by example and builds trust across the business.
• Curious and Forward-Thinking (Innovation): Looks for new markets, channels and ways of selling, and is open to new ideas and technology.