Commercial Director
Market Development and Growth
The role
DW Reusables is entering a new phase of growth where existing strengths must be taken to the next level, and new markets must be developed with focus and discipline.
We are looking for a Commercial Director who can build commercial direction, traction, and structure — and scale this through a European sales organisation.
This role combines:
strengthening and professionalising existing market segments, and
developing new markets and segments from an early stage.
It is a builder role, not a maintenance role.
Context
DW Reusables has a strong position in established segments supported by experienced commercial teams and mature relations with blue chip customers. At the same time, the company sees clear opportunities to expand into new segments where markets, value propositions, and commercial logic still need to be shaped.
The objective of the role is to:
raise the level of commercial effectiveness and capturing value in existing segments
lead the development of new markets together with the commercial team.
In this role, the Commercial Director will:
Create clear commercial focus and priorities across segments
Upgrade commercial effectiveness in existing markets through structure, discipline, and value-based selling
Co-develop new market segments and early customer traction
Personally drive early engagements
Scale what works through Sales Managers and Business Development Managers across Europe
This is a hands-on leadership role: leading from the field initially and scaling through others.
Key responsibilities
1. Set commercial focus and direction
Define and prioritise existing and new market segments across Europe
Make clear choices on where DW focuses investment and effort — and where not
Define segment-level value propositions and commercial logic
Translate ambiguity into clear direction for the organisation
2. Strengthen and professionalise existing market segments
Upgrade commercial effectiveness in established segments through structure, discipline, and value-based selling
Support and challenge Sales leadership to improve focus, early engagement, and account development
Increase consistency and quality of execution across the organisation
3. Develop new markets through hands-on leadership
Lead the exploration and qualification of new segments together with Sales Managers and BD Managers
Personally engage in early customer development to shape first offers and go-to-market approaches
Use real customer work to demonstrate, teach, and embed the approach
4. Build, scale, and lead the commercial organisation
Translate market learning into a simple, scalable commercial operating model
Clarify segmentation, account planning, and pipeline discipline
Lead and develop a European team of Sales Managers and Business Development Managers
Drive progress with ownership, constructive challenge, and a bias to action
Who we are looking for
We are looking for a commercial builder with leadership maturity.
Strong candidates typically have:
Experience strengthening existing commercial organisations and building new markets
A track record of personally developing customers and early traction
Experience leading Sales Managers and/or Business Development teams
The ability to explain how they moved from early traction to scalable execution
Comfort operating with ambiguity and imperfect structures
A pragmatic, hands-on leadership style combined with structural thinking
This role is not suited for profiles who primarily optimise within predefined markets, portfolios, or mature commercial systems.
Experience in industrial, manufacturing, or technical B2B environments is a strong advantage.
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