A fractional commercial director is a senior commercial leader who works part-time across pricing, sales, marketing alignment, key accounts and partnerships, typically one to three days a week. They give an SME or scale-up board-level commercial direction and accountability for revenue quality without the cost of a full-time executive hire.
What it means
The role sits above individual sales or marketing functions. A fractional commercial director owns the commercial strategy as a whole: which markets to pursue, how to price, which customers and channels make money, and how contracts and margins are protected. Because the engagement is part-time, the work is usually framed around a commercial plan with clear quarterly priorities.
They often lead pricing reviews, margin analysis by customer and product, and the commercial terms of major bids or partnerships, working closely with the finance lead.
When you need one
Typical triggers include revenue growing while margins shrink, a founder still personally negotiating every large deal, or a business moving into new markets or channels. Leadership Services provides fractional commercial directors from its bench of senior directors, from £1,795 per month.
Frequently asked questions
How is a commercial director different from a sales director?
A sales director runs the sales team, pipeline and targets. A commercial director takes a wider view, covering pricing, margin, contracts, partnerships and how sales and marketing work together. In smaller businesses one person may cover both, but the commercial director is accountable for the profitability of revenue, not just its volume.
How many days a week does a fractional commercial director work?
Most engagements run between one and three days a week, sometimes more during a pricing reset or major bid. The time is agreed in a retainer or statement of work and can be scaled up or down as commercial priorities change, which makes the role easier to justify than a full-time hire.
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Last updated: 5 November 2026