National Commercial Manager

Farrow Jamieson Ltd; Auckland; On-site; NZD 130,000 - 170,000; Full time

Job summary

Farrow Jamieson Ltd in Auckland is seeking a National Commercial Manager to lead national sales growth, profitability and key accounts. You will own revenue targets and shape the commercial strategy across New Zealand, reporting to the General Manager and guiding a small Auckland-based client services/sales team.

This hands-on role requires collaboration with regional and operational leaders, a sharp pipeline discipline, and the ability to chase opportunities from first contact to delivery.

Qualifications

• Proven B2B sales track record with major account growth.
• Experience leading or coaching a sales/client-facing team.
• Strong budgeting, forecasting, pricing and performance reporting skills.
• Excellent relationship-building and negotiation abilities.
• Hands-on, proactive hunter with customer-facing focus.
• Experience in a B2B service environment is preferred.

Responsibilities

• Own national revenue, gross profit and retention targets with clear accountability.
• Build a disciplined forward pipeline across months ahead.
• Hunt new business, open doors and convert opportunities.
• Grow major accounts through regular contact and service.
• Lead commercial planning, forecasting and performance reporting.
• Coach and manage the Client Services/Sales team.
• Align sales activity with delivery capability across NZ.
• Manage pricing, rate cards and margins to protect profitability.
• Represent the business in client reviews and negotiations.
• Support tenders, onboarding, and service-improvement initiatives.
• Travel regularly across New Zealand with occasional events.

Skills

Proven B2B sales track record

Team leadership / coaching

Commercial finance & forecasting

Negotiation & stakeholder management

Hunters mindset / new business

Industry experience in B2B services

Job description

National Commercial Manager -Own national sales growth, major accounts and commercial strategy

About the Company

Our client is a fast-growing, New Zealand-wide B2B services business operating in a demanding, operationally intensive environment. Continued growth has created the need for stronger commercial leadership, sharper pipeline discipline and deeper national customer relationships.

This is an energetic, hands‑on service business where commercial success is directly connected to operational delivery. Winning the work is only part of the job - it then needs to be resourced, delivered well and turned into repeat business.

About the Role

Based in Auckland and reporting to the General Manager, you will take national ownership of revenue growth, gross profit, customer retention, pipeline, key accounts and sales performance. You will lead a small Auckland-based Client Services/Sales team while influencing regional and operational leaders across New Zealand.

This is not a sit‑behind‑a‑dashboard sales role. You will set direction, coach the team, stay close to the numbers and still be prepared to pick up the phone, get in front of customers and chase the next opportunity. It is an ideal step for an experienced sales leader - or a high-performing BDM ready for a broader national leadership remit.

Responsibilities

• Own national revenue, gross profit and customer retention targets, with clear accountability for results.
• Build and manage a disciplined forward pipeline, looking several months ahead.
• Hunt new business, open doors and convert opportunities into sustainable revenue.
• Grow major accounts through regular contact, strong service and proactive relationship management.
• Lead commercial planning, forecasting and performance reporting, using the numbers to identify opportunities and address gaps.
• Lead, coach and hold the Client Services/Sales team accountable for performance.
• Influence regional and operational leaders to align sales activity with delivery capability.
• Manage pricing, rate cards, customer mix and margins to protect profitability.
• Represent the business in major client reviews, commercial negotiations, networking and industry events.
• Support tenders, major client onboarding, key projects and service‑improvement initiatives.
• Travel regularly across New Zealand, with occasional client-hosting events outside standard hours.

Skills & Experience

• A strong B2B sales or business development track record, with clear evidence of winning new revenue and growing major accounts.
• Experience leading or coaching a sales/client-facing team - or clear readiness to step into broader national leadership responsibility.
• Strong commercial and financial capability across budgets, forecasting, financial modelling, pricing, margins and performance reporting.
• High EQ, strong negotiation skills and the ability to build genuine relationships with a wide range of personalities.
• A hands‑on hunting mindset: you are comfortable networking, prospecting, cold‑contacting and staying close to customers.
• Relevant experience in an operational B2B service environment is strongly preferred. This could include traffic management, roading/civil or infrastructure services, utilities, water, power, facilities or environmental services, labour hire, equipment hire, or a similar field‑service business.
• You will ideally have worked in an environment where sales and service delivery are closely connected - where work must be continually won, operational capacity matters, and strong execution is critical to retaining the customer and winning the next piece of work.
• Sector‑specific experience is not essential. Transferable commercial capability, leadership potential and fit matter more.

Culture

The environment is high-energy, ambitious and practical. Leaders are expected to take ownership, keep momentum and work closely across functions rather than operate in silos.

The right person will be commercially driven without being overly “salesy”. You will know how to build trust, influence others and follow opportunities through to delivery. You will also enjoy the pace of a business where no two days look quite the same.

Benefits

• Take ownership of a genuinely national commercial remit.
• Work directly with an ambitious senior leadership team and influence growth strategy.
• Join a business in a strong growth phase where your impact will be highly visible.
• Combine strategic leadership with real customer contact and hands‑on business development.
• Bring transferable experience from a broad range of B2B service industries.