Chief Commercial Officer

Our Client’s company has been founded 30 years ago and is still growing strongly, having become an experienced, independent IT integrator, offering a broad range of services to a number of specific B2B sectors. Sales will exceed 50M€ in 2022. Their customers are predominantly SME’s but they also have most of the Bel20 companies as their customers. Their clients usually are 'heavy users' of media and content.  They are an Apple Premium Reseller, Adobe Platinum Reseller and Microsoft Gold Partner. Their goal is hand their customers the tools to enhance business processes via a solid IT infrastructure and integrate existing software solutions, e.g. via the development of API’s. 

Until now, most of the commercial activity has been lead by the CEO, who is also one of the co-founders of the company. In view of the continued growth however, the need for a separate commercial management role has become obvious. Therefore, they are opening up the position of Chief Commercial Officer to further support their growth. An excellent fit between the CEO and the CCO will be key in the final selection of the CCO.

One of the major objectives for the CCO is to successfully implement a new segmentation and customer approach in three core activities of the company: Business clients (SME - Enterprise) - Government & Education - Graphics Industry.

Function description

Strategic Role Objectives:

  • Define strategic objectives and strategies to strengthen the growth and development of the sales department.
  • Manage the entire P&L of the sales department.
  • Monitor compliance with the mission, vision, strategic goals, core values and values strategy of "customer intimacy" and quality of all commercial activities
  • Contribute to the design, introduction and realization of strategic change projects

Tactical Role Objectives:

  • Translate the strategic sales targets into annual national plans of action in the field of external sales, with particular focus on expansion.
  • Coordinate the translation of the national plans to the respective customer segments by sales managers and their respective sector team.
  • Drive further optimization and digitization of all activities of the sales department.
  • Define and monitor the right data sets (measurements, KPIs) to gain insights to drive the sales organization.
  • Track and analyze trends and market developments, conducting competitive and market analyses.
  • Help monitor commercial pricing and margins.
  • Coordinating, preparing, leading or supporting consultations for the entire sales organization, including monthly S&P consultations and disconnected consultations for the sector teams.
  • Establish and monitor a tight commercial team with members who work well with each other and the rest of the organization.

People and Culture Focused Role Objectives:

  • Establish a cohesive commercial team.
  • Responsible for selection, on-boarding "and beyond" of sales employees in cooperation with the HR department
  • Manage, coach, develop and lead sales managers, internal sales and marketing managers
  • Monitor the use of field coaching and 1-on-1 consultations by sales management
  • Conduct field coaching and 1-on-1 consultations with business development specialists.
  • Participate in HR initiatives.
Job requirements
  • You have an Master Degree in Economics or similar (or equal by experience).
  • You have minimum 10 years of experience as a People Manager.
  • You have a proven experience as a Business Development Manager.
  • You have a strong affinity with Apple products and the IT sector.
  • Your leadership style is an inspiring coaching style. You are a great facilitator.
  • It is a big plus to have knowledge on CRM tools and trends in marketing and sales.
  • You are very customer focused and can think as a real entrepreneur, detecting new opportunities 
  • You adhere to the company's core values which are respect & trust, open communication, responsibility and expertise
  • You are bilingual Dutch - French and you have a professional knowledge of English.

Our client is looking for a full-time and long term commitment to the company, whereby the candidates can maintain their self-employed status and invoice via their management company.  

Organizational and departmental definition

This role reports to the Chief Executive Officer and is part of the Management Team.


Patrick Michielsen Partner