Purpose:
The Head of Commercial Sales is responsible for leading and driving Kinetico UK’s commercial sales performance across key market sectors including coffee, quick service restaurants (QSR), HORECA (Hotels, Restaurants, and Catering), facilities management, and commercial office environments.
This role is pivotal in expanding Kinetico’s footprint within the UK’s commercial water treatment sector, delivering sustainable growth through technical excellence, superior service delivery, and customer-focused solutions. The Head of Commercial Sales will lead a team of channel and account owners, ensuring alignment between business development, project specification, and aftersales service.
A key area of focus will be developing Kinetico’s presence in “Water as an Ingredient” applications—supporting industries where water quality directly impacts product taste, performance, or consistency—as well as expanding into commercial office opportunities through subscription-based water solutions and other innovative service models.
Working in close collaboration with the Head of Residential Sales, this position plays a critical role in shaping and executing strategies that collectively drive the overall growth of the UK business.
Key Areas of Responsibility:
Commercial Strategy & Leadership
- Develop and execute the UK commercial sales strategy, ensuring alignment with corporate goals and market opportunities.
- Lead, mentor, and motivate a high-performing team of sales and account managers across commercial channels.
- Define and deliver channel-specific growth plans for Coffee, QSR, HORECA, Facilities, and Commercial Office sectors.
- Identify and develop new market opportunities, partnerships, and service models to increase Kinetico’s market share.
- Collaborate closely with the Head of Residential Sales to ensure cohesive sales planning and unified brand positioning across the UK market.
Business Development & Market Expansion
- Drive the acquisition of new customers and strategic accounts within target commercial sectors.
- Develop relationships with key decision-makers, specifiers, and distributors to position Kinetico as a preferred supplier.
- Lead engagement with OEMs, consultants, and facilities management companies to secure specification within new and retrofit projects.
- Champion Kinetico’s “Water as an Ingredient” initiative, positioning water quality as a core enabler of performance and taste across coffee, beverage, and food production sectors.
- Explore and establish new opportunities within the commercial office environment, including subscription water solutions, hydration systems, and partnerships to promote workplace sustainability.
- Identify and develop additional commercial channels and partnerships to broaden Kinetico’s reach and relevance in the UK marketplace.
Service Delivery & Customer Retention
- Ensure seamless integration between sales and service functions to deliver exceptional customer experiences.
- Collaborate with operations and service teams to maintain high standards of installation quality, maintenance, and technical support.
- Implement performance frameworks to measure customer satisfaction, retention, and service outcomes.
- Support continuous improvement in service delivery processes to enhance operational efficiency and reliability.
Technical Sales & Specification
- Oversee technical sales support for water treatment solutions across commercial and industrial applications.
- Ensure team members possess strong technical understanding and product knowledge to support customer requirements.
- Drive the development of bespoke solutions and specifications to meet diverse customer needs.
- Provide technical input into bids, proposals, and tenders to ensure accurate and competitive offerings.
Collaboration & Cross-Functional Alignment
- Partner with the Head of Residential Sales to identify shared opportunities and coordinate sales strategies across sectors.
- Work closely with Marketing to align campaigns, collateral, and events with commercial growth objectives.
- Liaise with Finance and Operations to ensure accurate forecasting, efficient delivery, and margin optimisation.
- Contribute UK market insights to global and regional commercial strategies.
Reporting & Performance Management
- Oversee commercial sales forecasting, pipeline management, and performance tracking.
- Implement the use of CRM (Salesforce) to maintain visibility of opportunities, customer interactions, and conversion rates.
- Provide regular reports and insights to the UK Managing Director and leadership team.
- Monitor key KPIs and ensure continuous improvement across all aspects of sales and service operations.
Key Competencies:
· Strategic Leadership – Ability to shape and execute a commercial growth strategy aligned with business priorities.
· Technical & Industry Expertise – Strong understanding of water treatment technologies and commercial applications.
· Customer & Service Focus – Commitment to delivering exceptional service and long-term customer partnerships.
· Commercial Acumen – Deep knowledge of market dynamics, competitive positioning, and channel development.
· Innovation & Market Development – Capable of pioneering new segments such as “Water as an Ingredient” and subscription water solutions for offices.
· Relationship Building – Skilled in developing strong relationships with OEMs, distributors, specifiers, and key accounts.
· Performance Management – Proven ability to lead, motivate, and develop a results-driven sales team.
· Collaboration & Influence – Effective partnership with cross-functional teams, peers, and leadership.
· Analytical Thinking – Ability to interpret data, assess performance trends, and make informed strategic decisions.
· Adaptability & Resilience – Comfortable navigating change and managing complex, multi-stakeholder environments.
Qualifications and Experience:
Education
- Degree (or equivalent) in Business, Engineering, or a related technical discipline (essential).
- Additional leadership or management qualifications (desirable).
Professional Experience
- Proven track record (7+ years) in commercial sales leadership within technical, industrial, or service-led sectors.
- Experience selling engineered or water treatment solutions to commercial clients.
- Demonstrated success in managing multiple sales channels and large-scale B2B partnerships.
- Strong background in service-based sales models and specification-led selling.
- Experience developing and executing growth strategies for both traditional and emerging markets, including “Water as an Ingredient” and commercial office environments.
- Prior collaboration with residential or consumer-facing divisions to align overall brand and market strategies.
Technical Skills
- Proficiency in CRM systems (Salesforce preferred) and sales analytics tools.
- Strong technical understanding of water treatment systems or similar engineered products.
- Competence in Microsoft Office Suite (Excel, PowerPoint, Outlook).
- Strong commercial forecasting and financial acumen.
Additional Assets
- Experience in water treatment, beverage systems, catering, or facilities management industries (advantageous).
- Established network within the Coffee, QSR, HORECA, or corporate workplace sectors.
- Full UK driving licence and willingness to travel extensively across the UK.
Organisational Context:
The Head of Commercial Sales plays a strategic role within Kinetico UK’s leadership structure, driving growth, profitability, and customer satisfaction across all commercial markets. The role expands Kinetico’s reach into new sectors, including Water as an Ingredient, commercial office water solutions, and subscription-based hydration services, supporting the company’s mission to make high-quality water more accessible, sustainable, and essential to everyday business operations.
Working closely with the Head of Residential Sales and the wider UK leadership team, this position ensures that sales strategies, service delivery, and customer engagement are aligned to achieve the company’s overall business objectives. Through technical expertise, market development, and strong commercial leadership, the Head of Commercial Sales will strengthen Kinetico’s position as the leading provider of water treatment solutions in the UK’s commercial landscape.