FRACTIONAL COMMERCIAL DIRECTOR
A business can need senior commercial leadership before it needs, or can justify, a full-time commercial director.
Proven Professionals connects UK food and drink businesses with fractional commercial directors and sales directors: senior professionals who lead the commercial function for part of each week or month.
Each has held a senior commercial role in a food or drink business.
Discuss your challengePART-TIME
A set number of days each week or month, agreed in advance.
SENIOR
Director-level experience of UK retail, wholesale and foodservice.
ACCOUNTABLE
Ownership of the commercial plan, the team and the major accounts.
A fractional commercial director leads the commercial function of a company on a part-time basis. The role carries the responsibilities of a commercial director: strategy, pricing, major customers and the sales team.
The difference from a consultant is ownership. A consultant advises. A fractional director is part of the leadership team and is accountable for the result.
The difference from a full-time hire is time. The business pays for the days it needs.
The founder or managing director is carrying every commercial decision, and it is limiting the business.
The sales team needs direction that no one has the time or experience to give.
A permanent commercial director will be needed, and the role, the scope or the timing is not yet clear.
The requirement is established first: the stage of the business, the commercial priorities and the days needed.
A fractional director with experience of the relevant category and channels is then proposed. The scope and the days are agreed before any work begins, and are reviewed as the business changes.
A fractional commercial director is an experienced commercial leader who works for a business part-time, typically for a set number of days each week or month, and carries the responsibilities of the role.
A fractional director works part-time, often for an extended period. An interim director works full-time or close to it for a defined period, usually to cover a vacancy or lead a specific change.
The roles overlap. A sales director leads the sales team and customer relationships. A commercial director also covers pricing, margin and commercial strategy. In a smaller business one person often does both.
Discuss your challengeThe Commercial Diagnostic is a written review of a food or drink business across five commercial areas, scored by a senior professional. £950, delivered in five working days.
See the Commercial Diagnostic