Commercial Sales Manager

Job Title: Commercial Sales Manager

Location: Based at our factory in Huntingdon, Cambridgeshire

Reports to: Managing Director

Type: Full-time

About Bright Instrument Co Ltd

Bright Instrument Co Ltd is a UK-based manufacturer of precision cryostats, microtomes, and sectioning systems used in histology, pathology, and bioscience research. With over 80 years of manufacturing experience, our products are trusted by laboratories and institutions worldwide for their exceptional reliability, accuracy, and ergonomic design.

We are entering a new phase of strategic growth and seek a commercially astute, results-driven individual to accelerate revenue growth, expand market share, and strengthen our global presence.

Role Overview

This is a hands-on role combining strategic commercial leadership with sales execution. Reporting directly to the Managing Director, you will lead the commercial function, manage two direct reports, and take ownership of the full sales cycle, business development, and marketing initiatives. The role demands a proactive individual who can identify new opportunities, close sales, negotiate complex deals, and build long-term relationships with key stakeholders across core markets.

Key Responsibilities

Commercial

• Develop and execute a commercial growth plan aligned with company objectives.
• Lead and mentor two direct reports, ensuring clear goals and accountability.
• Prepare accurate sales forecasts, budgets, and performance reports for senior leadership.
• Analyse market trends, competitor activity, and customer insights to inform strategic decisions.
• Negotiate distributor agreements, pricing strategies, and commercial terms to maximise profitability.

Sales

• Own the end-to-end sales process: prospecting, qualifying, presenting, negotiating, and closing.
• Build and manage a robust pipeline using Salesforce, ensuring accurate data and timely follow-up.
• Develop tailored proposals and presentations for high-value customers and institutional buyers.
• Drive growth through direct sales and distributor engagement, ensuring alignment with commercial goals.
• Monitor KPIs such as revenue, margin, conversion rates, and pipeline activity.

Marketing

• Oversee execution of marketing campaigns that support lead generation and brand positioning.
• Collaborate with external agencies on SEO, PPC, and digital advertising to maximise ROI.
• Ensure consistency of messaging across all channels, including website, social media, and events.
• Support creation of high-impact content: case studies, product guides, and thought leadership pieces.
• Represent Bright Instruments at exhibitions, conferences, and webinars to strengthen market presence.

Customer Engagement

• Build strong relationships with histology, pathology, and bioscience professionals globally.
• Act as a trusted advisor to customers, understanding their workflows and delivering tailored solutions.
• Manage distributor networks and ensure effective collaboration for joint success.
• Respond to inbound enquiries and nurture leads through the sales funnel.

Performance Indicators

• Revenue growth and profitability across core markets.
• Expansion of distributor network and strategic partnerships.
• Pipeline health and conversion metrics (MQL to SQL to closed deals).
• Market share growth and brand visibility in target sectors.
• ROI on marketing and lead generation activities.

Skills and Experience

Essential

• Proven track record in commercial sales leadership, ideally within medical devices, laboratory equipment, or scientific instrumentation.
• Strong business development skills with experience in negotiating complex deals and managing distributor relationships.
• Demonstrated ability to close out sales opportunities quickly and efficiently, achieving or exceeding revenue targets.
• Solid understanding of histology, pathology, or bioscience workflows (or similar scientific background).
• Ability to quickly learn a range of technical products and engage confidently with scientific and clinical audiences.
• Experience in digital marketing and lead generation strategies.
• Excellent written and verbal communication skills, including content creation.
• Excellent communication and negotiation skills, with the ability to influence at senior levels.
• Highly organised, analytical, and commercially minded with strong project management skills.
• Experience with Salesforce and marketing automation tools an advantage.
• Full UK Driving Licence.

What We Offer

• Competitive salary commensurate with experience
• Performance-based commission structure
• Company Car
• Pension
• Private Healthcare
• Opportunity to shape and deliver the commercial strategy for a respected global brand

Job Type: Full-time

Pay: £45,000.00-£55,000.00 per year

Benefits:

• Company car
• Company pension
• Private medical insurance

Work Location: In person