We create integrated solutions combining hardware, software, engineering, manufacturing, and service, helping automate parcel delivery, collection, returns, and storage processes.
The company operates across international markets and continues to develop new commercial directions. We are currently looking for a Commercial Director who will work directly with the CEO, take ownership of commercial growth, key customer development, and new markets, and have the opportunity to build their own sales / business development team.
Mission
- Lead the company’s commercial development across international markets.
- Work directly with the CEO on commercial strategy, key customers, and growth priorities.
- Acquire strategic enterprise customers and develop new markets.
- Build a strong and scalable sales / business development function.
- Create a predictable and profitable sales pipeline.
Requirements
- Strong experience in B2B enterprise sales, commercial leadership, or business development, ideally at Commercial Director / Sales Director / Business Development Director level.
- Proven track record of achieving revenue targets and closing large, complex B2B deals.
- Experience working with technology products and projects in self-service solutions, IoT, vending, robotics, logistics and warehouse automation, postal and parcel locker systems, Last Mile Delivery, RetailTech, Smart City, industrial automation, or integrated hardware-software solutions.
- Experience selling solutions that combine hardware, software, integration, deployment, and service.
- Experience developing business across international markets.
- Experience managing long enterprise sales cycles, tenders, procurement processes, and complex negotiations.
- Experience building and managing a sales / business development team.
- Experience working with distributors, integrators, resellers, and strategic partners.
- Ownership of revenue, gross margin, pipeline, forecasting, pricing, and contract quality.
- Strong CRM, pipeline management, forecasting, and C-level stakeholder management skills.
- Fluent Russian and English.
- Willingness to travel internationally for business.
Responsibilities
- Develop and execute the company’s commercial and sales strategy.
- Own revenue, gross margin, sales pipeline, and forecast accuracy.
- Identify and acquire strategic enterprise customers.
- Lead negotiations and close contracts, tenders, and framework agreements.
- Build, develop, and motivate the sales / business development team.
- Establish clear KPIs, sales targets, and areas of accountability.
- Develop partnerships with distributors, integrators, and industry players.
- Define pricing, discount, and commercial proposal policies.
- Monitor market trends, competitors, and new business opportunities.
- Work directly with the CEO on commercial growth and market expansion.
- Collaborate with Engineering, Product, Operations, and Delivery to ensure commercial commitments are realistic and achievable.
- Maintain strong CRM, forecasting, and reporting discipline.
Key Goals
- Drive sustainable international revenue growth and build a profitable sales pipeline.
- Acquire strategic enterprise customers and develop new markets.
- Build a strong commercial / sales / business development team.
- Strengthen the company’s position in Smart Lockers, IoT, self-service, and integrated hardware-software solutions.
Benefits
- Hybrid work arrangement with an office base in Milan.
- Direct collaboration with the CEO and influence on the company’s commercial strategy.
- International scope and exposure to multiple markets.
- Opportunity to build your own sales / business development team.
- High level of autonomy and influence on go-to-market strategy.
- Work with major enterprise customers and complex hardware-software projects.
- Opportunity to directly impact revenue growth, market expansion, and partnership development.
- Competitive compensation package based on experience and performance.