Chief Commercial Officer

Hanley Energy is a globally recognized innovator in mission critical power and energy efficient technologies. Our United States headquarters is based in Ashburn, Virginia with regional offices in Boardman, Oregon. We also have a global presence in Ireland, Australia, Germany, South Africa and the Nordics.

We specialize in the design, source, supply, installation and commissioning of critical power and energy management solutions - from the power grid all the way to the factory process equipment and Data Center IT rack - coupled with comprehensive service and maintenance, security, consulting and training.

Location:

Ashburn, VA (Hybrid)

Reports to:

CEO (with key collaboration with CFO and Senior Leadership Team)

Role Overview:

The Group Chief Commercial Officer is responsible for developing and executing commercial strategies to accelerate Hanley Energy’s growth across existing client relationships and new business acquisition. This role will establish performance metrics and commercial operating rhythm to ensure the business exceeds targets, while working cross-functionally across finance, operations, marketing, and delivery.

The Group Chief Commercial Officer will lead Group commercial performance, contribute to P&L leadership, strengthen forecasting and pipeline discipline, and ensure consistent execution across territories and global accounts.

Performance Measures:

• Gross margin performance and pricing effectiveness
• Pipeline health, conversion rates, and forecast accuracy
• Customer retention, satisfaction, and strategic account growth
• Sales productivity (quota attainment, win-rate, cycle time)
• Team development, hiring plan delivery, and leadership bench strength

Key Responsibilities:

• Define and execute commercial strategies to accelerate Group revenue growth.
• Identify market trends and build commercial plans based on opportunities and customer demand.
• Ensure commercial activities align to company objectives and long-term positioning.
• Drive executive-level partnerships with key stakeholders to support growth and scale.

Group Financial Performance & P&L Ownership

• Share Group P&L responsibility in partnership with the CFO and CEO.
• Support the development of budgets and commercial financial systems.
• Regularly review actual sales performance versus budget and take corrective actions where required.
• Provide input into pricing strategy, positioning, and margin performance.
• Lead and manage the commercial and sales teams, improving performance and key metrics.
• Own forecast discipline and provide accurate forecasting on a regular cadence to senior leadership.
• Set expectations and cadence for pipeline reviews, reporting pipeline status and risks.
• Run quarterly business reviews (QBRs), measuring performance against defined KPIs.
• Ensure adoption of tools and processes that improve sales efficiency and operational management.
• Act as a change leader to drive adoption of new selling practices and go-to-market strategy.

Account Leadership & Customer Relationship Management

• Build, plan, and maintain long-term relationships with key accounts and strategic customers.
• Lead and support negotiation of contracts and forecasting for global accounts.
• Drive quarterly customer business reviews and executive briefings across key accounts.
• Facilitate timely issue resolution and escalation management for critical customer matters.

Go-To-Market Planning, Territory & Resource Optimization

• Develop and execute comprehensive territory and account plans leveraging internal resources.
• Hold teams accountable to deliver territory and account plans for prospects and key customers.
• Partner with Sales Operations on annual quota planning and territory goal-setting.
• Optimize headcount and resources by region aligned to GTM strategy and growth priorities.
• Work with Marketing to develop campaigns and demand generation programs.
• Make budget decisions on field marketing programmes aligned to pipeline growth.
• Approve solutions and value propositions for key complex opportunities.
• Ensure Hanley Energy’s holistic vision is consistently translated into customer value.
• Motivate, coach, and develop high-performing teams and future commercial leaders.
• Drive adoption of solution-selling skills and embed them into day-to-day routines.
• Build a culture of collaboration, accountability, and engagement across the sales organisation.
• Own hiring decisions, compensation inputs, performance counselling, mentorship, and career development.

Required Skills & Experience:

Senior Commercial Leadership Experience (non-negotiable)

• 10+ years in sales/commercial roles, with 5+ years leading leaders (Sales Directors/Regional Heads/Commercial Managers)
• Experience owning revenue growth across multiple markets/regions (or multi-business unit)

Proven Delivery Against Targets

• Clear evidence of building and executing growth strategy
• Track record of over-achievement (not just “managed a team”)

Forecasting + Operating Cadence Discipline

• Strong in pipeline management, forecasting accuracy, QBRs
• Experience implementing KPIs / CRM discipline / sales operating rhythm

Strategic Account Capability + Contracting Strength

• Proven ability to manage large complex accounts
• Experience leading commercial negotiation, frameworks/MSAs, pricing, margin protection

Cross-Functional & P&L-Level Thinking

• Commercial leader who can work with CFO/CEO on budgeting, margin, pricing, headcount planning
• Comfortable in trading reviews, performance management, corrective actions

Leadership & Talent Development

• Evidence of hiring, developing, coaching and upgrading capability
• Able to lead change and drive standards (not just “be liked”)
• Data centers / critical power / UPS / MV/LV / EPC / energy infrastructure
• Industrial solutions / mission critical environments
• Complex B2B technical sales with long cycles and high-value projects

Preferred:

• Experience in data center, mission critical power, energy infrastructure, EPC, or adjacent markets

Company Benefits:

• Salary with excellent career development opportunities
• OTB
• Company Healthcare Plan
• Company 401k Scheme
• Employee Stock Purchase Plan
• Employee Assistance Programme & Wellbeing Programme
• Academic assistance & Structured In-house training