A commercial director is the senior leader responsible for a company's revenue and the commercial terms it trades on. The role typically spans sales, pricing, key accounts, partnerships and contract negotiation, and often marketing, with accountability for profitable growth rather than revenue alone.
What the role covers
The commercial director decides how the business makes money from its markets. Responsibilities usually include the commercial strategy, pricing and margin, major customer and supplier negotiations, channel and partner strategy, bid management and the sales and account teams.
The focus on profitable revenue distinguishes the role from a pure sales director, who is mainly measured on winning new business.
How it works in a UK business
The title is common in UK manufacturing, distribution, construction and B2B services, where contract terms, pricing and key accounts drive margin. In investor-backed and larger firms, the equivalent role is often called chief commercial officer.
A commercial director works closely with the finance director on pricing and margin, and with operations on what the business can deliver profitably.
The fractional option
Many businesses need commercial leadership to reset pricing, win key accounts or open a new market before committing to a permanent hire. A fractional commercial director does this part-time. Leadership Services provides fractional commercial directors from its bench of senior directors, from £1,795 per month.
Frequently asked questions
What is the difference between a commercial director and a sales director?
A sales director leads the sales team and is measured mainly on new business and revenue. A commercial director has a broader remit covering pricing, margin, contract terms, key accounts, partnerships and often marketing. In smaller businesses one person may cover both.
Is a commercial director the same as a chief commercial officer?
Broadly yes. Chief commercial officer is the more common title in investor-backed and international businesses, while commercial director is traditional in UK SMEs. The responsibilities are similar, though a CCO is more likely to sit on the executive team of a larger group.
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Last updated: 5 November 2026