Head of Commercial Strategy & Growth

Digital Manufacturing Ireland; Limerick; Presencial; EUR 120.000 - 190.000; Jornada completa

Descripción de la vacante

Digital Manufacturing Ireland seeks a senior commercial leader to shape and execute its growth strategy. You will translate capabilities into differentiated propositions, manage pricing models, and drive recurring revenue with strategic clients across the CEO, COO and directors.

This is a high-impact, cross-functional role shaping commercial outcomes. You will lead complex opportunities with technical, product and client-facing teams, ensuring value, margin and alignment with growth objectives

Formación

• Significant senior commercial experience in B2B technology, professional services or digital transformation.
• Proven ability to develop and convert complex enterprise opportunities.
• Experience owning multi-million-euro commercial targets and pricing models.

Responsabilidades

• Shape and execute DMI's commercial strategy across leaders and operations.
• Identify and develop recurring, scalable revenue models.
• Lead or support pricing strategy, value propositions and deal structuring.
• Build and govern long-term account plans for strategic clients.
• Provide commercial insight on market opportunities, revenue forecast and growth priorities.
• Develop tools and templates for proposals, pricing and negotiations.
• Coach teams on value-based selling and commercial conversations.

Conocimientos

Senior commercial experience

B2B technology domain

Strategic account development

Commercial strategy & pricing

Educación

Bachelor-level business/engineering background

Herramientas

CRM systems

Forecasting tools

Descripción del empleo

Digital Manufacturing Ireland is supported by the Government of Ireland through IDA Ireland and has been established to help manufacturers accelerate their adoption of digital technologies.

DMI offers a state-of-the-art physical and digital factory, a vendor showcase, industry collaboration spaces, and training facilities. The DMI facility brings together technology, expertise, and business support to help manufacturing companies transform, innovate, and future-proof their operations.

Role Purpose:

Digital Manufacturing Ireland (DMI) is entering its next stage of growth, with an increasing focus on scaling industry income, deepening strategic client relationships and converting its capabilities across Workforce, AI, Data, Vision and Transformation into repeatable commercial propositions.

The Head of Commercial Strategy & Growth will provide the senior commercial expertise and discipline required to support this growth.

Working across DMI's CEO, Directors, Centres of Excellence and operational teams, the role will shape and execute DMI's commercial strategy, strengthen pipeline and account management, develop commercial propositions and pricing models, and support the conversion of complex opportunities into sustainable revenue.

This is not a traditional sales-management role. It is a senior, highly influential position for an experienced commercial leader who can operate across strategy and execution and work effectively with technical, product and client-facing leaders.

The role will not replace existing ownership of strategic clients, products or partnerships. Instead, it will provide the commercial expertise that enables those opportunities to be successfully developed, structured and converted.

Key Responsibilities:

• Develop and maintain DMI's overall commercial strategy in support of its strategic and industry-income objectives.
• Translate DMI's capabilities into clear, differentiated and commercially viable propositions.
• Identify opportunities to create recurring and scalable revenue models across DMI's portfolio.
• Provide commercial insight to the CEO, COO and Directors on market opportunities, pricing, business models and growth priorities.
• Support annual commercial planning, targets and revenue-growth initiatives.

Strategic Account Growth

• Work with DMI's Strategic Client leadership to develop structured account plans for Anchor and Priority clients.
• Identify opportunities to expand relationships across DMI's Centres of Excellence and product portfolio.
• Introduce greater discipline around opportunity qualification, account planning and conversion.
• Support senior DMI leaders in preparing for strategically important client engagements.
• Develop approaches for expanding successful engagements across client sites, business units and international networks.
• Work with Commercial Operations to maintain a robust and credible pipeline and revenue forecast.
• Introduce consistent opportunity qualification and stage definitions.
• Identify pipeline gaps, stalled opportunities and actions required to improve conversion.
• Provide clear commercial insight to the CEO and COO on performance against revenue objectives.

Proposition, Pricing & Deal Strategy

• Work with Product, Workforce, AI, Data, Vision and Transformation teams to develop commercially compelling propositions.
• Lead or support pricing strategy and commercial-model development.
• Build business cases and value propositions for complex client opportunities.
• Support commercial negotiations and major deal structuring.
• Ensure commercial propositions balance client value, competitiveness, delivery capacity and appropriate margin.
• Work with DMI's Strategic AI, Data and Partnerships leadership to commercialise opportunities arising from technology and ecosystem partnerships.
• Support development of commercial structures for strategic partnerships, joint ventures and new business models.
• Evaluate the commercial viability of new propositions before significant investment is committed.

Commercial Capability

• Build commercial capability across DMI's leadership and client-facing teams.
• Coach technical and subject-matter experts on value-based selling and commercial conversations.
• Develop practical tools, templates and approaches for account planning, opportunity management, pricing and proposals.
• Create a stronger commercial culture without compromising DMI's collaborative and industry-led approach.

Key Relationships:

The role will work particularly closely with:

• CEO – strategic opportunities and major client relationships.
• COO – commercial governance, revenue performance, risk and operating discipline.
• Director, Strategic Clients – strategic account development and cross-DMI growth.
• Director, Strategic AI, Data & Partnerships – commercialisation of AI/Data and partnership opportunities.
• Senior Director, People, Skills & Transformation – commercialisation and growth of Workforce, MSP and Transformation propositions.
• Commercial Operations & Enablement – pipeline, CRM, contracts, forecasting and commercial reporting.
• DMI's technical and product leadership teams.

Experience & Capabilities:

The successful candidate is likely to have:

• Significant senior commercial experience in B2B technology, professional services, industrial solutions, advanced manufacturing, digital transformation or a related environment.
• Demonstrable experience developing and converting complex enterprise opportunities.
• Experience owning or significantly contributing to multi-million-euro commercial targets.
• Strong experience in strategic account development and enterprise selling.
• Experience developing propositions, pricing models and commercial strategies.
• Strong commercial negotiation and deal-structuring capability.
• The credibility to work with senior executives in large multinational organisations.
• Experience working with technical specialists and translating complex capabilities into compelling business propositions.
• Strong financial and commercial acumen.
• The ability to influence across an organisation without relying on hierarchical authority.

Personal Profile:

DMI is looking for someone who combines strategic thinking with a strong bias towards execution.

The successful candidate will be commercially astute, pragmatic and collaborative, comfortable moving between a senior client conversation, an account strategy, a pricing discussion and a detailed pipeline review.

They will be able to challenge constructively, bring structure where required and help technically strong teams turn excellent ideas and relationships into commercially successful outcomes.