Commercial Director

At Ayvens, progress starts with you.

Our ambitions to shape the future of sustainable mobility are powered by our talent. Join us, and get better with every move.

Purpose of the job:

As a key member of the Country Management Team, the Commercial Director is responsible for overseeing the organization's sales, account management, product development, customer service & quotations, marketing activities. The primary objectives of the role are as follows:

• Scalable Commercial Organisation: Build a high-accountability commercial culture based on clear ownership, measurable objectives, CRM discipline, coaching and performance management.
• New Business Development: Secure new business opportunities in the Corporate and SME segment, driving growth and diversification of the company's client base.
• Client Relationship Management: Establish and maintain mutually beneficial relationships with clients, ensuring satisfaction and fostering long-term partnerships.

Job description:

Commercial Leadership & Operating Model

• Commercial Strategy: Develop and annually review the commercial strategy in collaboration with the local Management Team to achieve company objectives. Develop and implement sales and marketing strategies, plans, forecasts and KPIs. Act as the main point of contact with the International Commerce organization.
• Commercial Operating Model & Performance Management: Establish and continuously improve a scalable commercial operating model including pipeline management, forecasting discipline, opportunity qualification, customer coverage standards, sales productivity management and performance review routines. Establish reliable forecasting mechanisms and ensure transparency of pipeline quality, conversion assumptions, sales cycle duration and expected order intake.
• Team Management: Lead the Commerce team in accordance with the agreed strategy. Create a culture of ownership and accountability within the Commercial Department by ensuring that commercial opportunities, customer issues and internal dependencies are managed through clear ownership, business cases and defined decision-making principles. Ensure effective communication and teamwork within the department / area and between departments / areas. Apply situational leadership and ensure staff engagement. Implement and maintain best practice routines for sales and account management, ensuring effective follow-up with clients and prospects.
• Operational Excellence: Drive the company's efforts to establish product and service standards that meet market demand and facilitate effective process automation. Streamline the quotation process by enhancing efficiency, achieving industry-leading speed in delivering quotations to clients and prospects, and implementing efficient, system-supported process improvements.

Growth & Business Development

• New Business Acquisition: Secure new business through direct B2B sales, generate a prospect pipeline, and leverage international opportunities generated by other Ayvens entities.
• New Segments Development: Expand the SME segment by developing indirect channels (mainly through dealers). Create and drive a cross-functional LCV-focused task-force. Propose innovative products and services related to the evolving automotive industry.
• Full-Service Lease Awareness: Promote Ayvens unique value proposition to the market. Define and implement action plan to increase market awareness about the advantages of the FSL (TCO, lease vs. buy etc.).

Customer Portfolio & Value Creation

• Client Portfolio Management: Manage the client portfolio, ensuring service expectations are met. Add value during client visits through fact-based business reviews and consultancy on trending topics. Coordinate internally and externally to resolve client issues, addressing individual large account escalations or structural issues affecting the overall client portfolio and strengthening the retention.
• Customer Service: Ensure prompt and competent responses to customer requests, fostering close collaboration between the relevant teams to efficiently serve clients, increase client satisfaction, and promote portfolio growth.
• Voice of the Customer: Act as the "voice of the customer" within the organization, effectively communicating market needs, expectations, and feedback to inform company strategy and product/service offerings.

Governance & Cross-Functional Leadership

• P&L Ownership: Own the commercial assumptions underpinning the company’s financial plans and forecasts and take accountability for achievement of annual revenue, gross margin, order intake, retention and portfolio growth targets. Ensure that commercial decisions, pricing strategies, customer commitments and resource allocation support the achievement of sustainable financial results. Monitor and proactively steer key commercial drivers of profitability, revenue growth, retention, pricing discipline and portfolio quality.
• Risk Ownership: Adhere to all local and global company policies and procedures. Participate in Risk and Pricing Committees to represent and advocate for client interests.
• Cross-Functional and International Cooperation: Ensure transparent and effective cooperation across departments, with other countries, Regional and Global teams.

Education, Knowledge, Skills & Experience:

Education:

• At least Bachelor’s degree

Skills:

• Commercial business partnering, strong negotiation and influence skills.
• Strong managerial and communication skills, structured and disciplined.
• Initiative taking, open-mindedness, solution orientation, eagerness to learn.
• Business excellence and continuous improvement mindset. Proactive identification of problem areas and solving of key functional and operational challenges.

Experience, knowledge

• At least 10 years of experience in Commerce and managerial roles with increasing levels of responsibility. Experience managing through KPIs, pipeline governance, forecasting and structured commercial reviews.
• Demonstrated experience building or transforming commercial organisations, sales operating models, commercial excellence frameworks.
• Good knowledge of P&L mechanics and ability to proactively steer Commerce contribution to the company’s financial results.
• Strong understanding of B2B commercial environments and ability to rapidly learn industry-specific business models. Solid knowledge of the Bulgarian automotive market is a plus.
• Value-based selling, presenting to the clients the benefits of the FSL solution.
• Good knowledge of the tools (MS Office, Salesforce).
• Fluent English and Bulgarian.

Why Ayvens?

With over 3.1 million vehicles managed across more than 40 countries, we provide full-service leasing, flexible subscription services, fleet management services and multi-mobility solutions to customers of all sizes, including large corporates, SMEs, professionals, and private individuals. By leveraging our unique position to lead the way to net zero and further shape the digital transformation of the industry, we are well-positioned to meet the evolving mobility needs of our clients and provide them with the solutions they need to thrive.

At Ayvens, we believe that our success is driven by our commitment to customer satisfaction. Our team is dedicated to delivering innovative solutions and technology-enabled services that help our customers focus on their everyday business. We’re committed to sustainable mobility and have made it a core part of our strategy. In everything we do, we’re guided by the principles of authenticity, curiosity, commitment and collaboration. We aim to foster an organisation that's diverse in people and ideas, where everyone can thrive and be themselves, no matter who they are.

Join us on this exciting journey as we continue to enable the transformation towards large scale adoption of sustainable mobility and provide our customers with the solutions they need to succeed. Follow our page for the latest updates, news, and insights.