Function · Commercial, revenue and growth
Commercial leadership search for luxury and consumer businesses.
Retained search for Chief Commercial Officers, Chief Revenue Officers and international commercial leaders across luxury, premium consumer and experience businesses.
The leadership brief
Commercial leadership for the next stage of growth.
The search brief should establish whether growth depends on new markets, wholesale relationships, retail performance, ecommerce or a different commercial organisation. We assess revenue responsibility, decision rights and the candidate’s contribution in context. A senior commercial director, chief commercial officer or chief revenue officer title should follow the remit.
The appointment
Luxury growth is no longer a simple question of distribution. Leaders must decide where the brand appears, how clients are acquired and retained, which channels deserve investment and where expansion would damage scarcity. The mandate often spans retail, wholesale, ecommerce, markets, partnerships and client development.
The organisations
Luxury houses and groups, founder-led brands, premium consumer businesses, hospitality and experience platforms, private-equity portfolio companies and family-owned businesses entering new markets.
Leadership briefs
- Chief Commercial Officer and Chief Revenue Officer
- President, regional president and market leadership
- International commercial and wholesale director
- Retail and omnichannel leadership
- Business development and partnerships
- Sales, distribution and client development
Reading the field
We look for evidence that a leader can deliver revenue quality, not volume alone. Assessment covers channel economics, international market judgement, pricing discipline, client development, team leadership and the ability to align commercial ambition with creative and brand priorities.
Questions behind the brief
- Should marketing and commercial leadership sit together or apart?
- Which channels and markets can create durable growth?
- Does the business need a builder, optimiser or turnaround leader?
- How should incentives reflect brand equity as well as revenue?
Defining this mandate
Establish who owns pricing, channels, accounts, markets and the revenue plan. Test a candidate’s contribution to growth alongside margin, customer quality and the resources available to deliver the next stage.
How retained search worksPractical questions
Should commercial and marketing sit in one role?
That depends on scale and the work required. Identify the decisions, team and budget for each function. A combined title is useful only if the responsibilities are realistic and sufficiently supported.
What evidence matters beyond revenue growth?
Examine the starting position, pricing and channel decisions, margin, repeat business and the candidate’s own contribution. Growth inherited from a strong market is different from growth built through a change in execution.
Do you cover commercial directors as well as C-suite roles?
Yes, where the appointment carries senior business responsibility. The remit, authority and organisational context determine the search rather than the title alone.
The right search begins with a better brief.
Tell us about the appointment, the ownership context and what must change.
Discuss a leadership hire