Director of B2B Commercial Growth and Strategy

Director of B2B Commercial Growth and Strategy

📍 Location: Inverness, with travel across the Highlands and Islands

Are you a strategic leader with a passion for driving commercial growth and empowering high-performing teams? At MacGregor Industrial Supplies, we’re looking for a results-oriented and visionary Director of B2B Commercial Growth and Strategy to lead our commercial function and shape the future of our multi-location business.

About the Role

This senior leadership role offers a unique opportunity to lead the commercial direction of a well-established, fast-paced business. You’ll be accountable for developing and executing a company-wide commercial strategy that delivers sustainable growth across sales, category management, purchasing, and operations. You’ll work cross-functionally to ensure margin integrity, outstanding customer experience, and exceptional product availability across our network.

What You’ll Be Responsible For

• Designing and delivering a long-term commercial strategy that drives revenue, margin, and market share

• Leading internal and external sales teams to exceed sales targets and strengthen customer relationships

• Overseeing product range, category performance, and supplier engagement across all branches

• Ensuring strong pricing, inventory, and purchasing control

• Partnering with Marketing, eCommerce, Operations, and People teams to drive aligned business outcomes

• Coaching and developing your team to create a high-performing and customer-centric culture

• Reporting directly to the Managing Director with clear insight on KPIs, risks, and opportunities

What Success Looks Like

• Year-on-year sales and margin growth

• Improved stock availability and cost efficiencies

• A motivated, capable, and aligned commercial team

• Enhanced supplier terms and product performance

• Increased customer retention and acquisition across sectors

Who You Are

You’re a commercially astute leader with experience in B2B, distribution, or trade environments. You have a proven track record of delivering commercial transformation and building high-impact teams. You thrive in cross-functional settings, bring data-led insights into decision-making, and understand the needs of regional and rural customer bases.

What You’ll Need

• Senior commercial leadership experience in a B2B or trade/distribution business

• Strong track record of sales and margin growth

• Commercial and financial acumen with strategic oversight of product, price, and place

• A collaborative, customer-focused approach

• Confidence in leading change, managing complexity, and influencing senior stakeholders

Desirable but Not Essential

• Background in industrial or technical product sectors

• Experience working across multi-site and multi-category businesses

• Familiarity with ERP, CRM, and sales analytics tools