Markets and customers
Which customers and channels are worth growing, how you reach them and who is responsible.
FRACTIONAL COMMERCIAL DIRECTOR. KAUNAS.
Commerce
that turns a profit.
I help manufacturing and distribution businesses see where their profit really comes from, then grow it.
Free initial conversation
Services 30 minutes. If I can’t help, I’ll say so.
THE SITUATION
Sales are happening.
But are they profitable?
- 01
Sales are holding steady, but haven't grown for two years.
- 02
Customer discounts have no clear rules, and supplier terms haven't been reviewed since they were signed.
- 03
Your biggest customers aren't necessarily your most profitable, but no one measures it.
- 04
The sales forecast differs from actual orders, and lost deals aren't analysed.
- 05
Salespeople serve existing customers and seek new ones, but lack time for both. Bonuses are based on revenue.
- 06
The owner and team work from different spreadsheets, and no one knows which is correct.
- 07
You do everything yourself because there's no one to hand it over to.
This isn't a crisis. It's a stage almost every growing business reaches. The difference is how long you stay there.
APPROACH
Six areas I review in a business.
Commercial performance rarely stalls for just one reason. I review how these six areas work together. In distribution and retail, I assess sales pricing alongside supplier terms and the portfolio.
Pricing and purchasing terms
What remains after discounts, what supplier terms contribute and what inventory costs.
Customer and portfolio profitability
Which customers, products and brands earn profit once the cost to serve is included.
Sales process and forecast
How an enquiry becomes an order, where deals stall and how reliable the sales forecast is.
Team and incentives
How responsibilities are divided, where salespeople spend their time and what bonuses reward.
Management cadence and data
Which figures you use, when you review them and who makes decisions.
I score each area from 1 to 5 against specific operational indicators. I set priorities by their impact on profit, urgency and implementation effort, not by the score alone.
How I assess your business and what you receiveHOW I WORK
From conversation
to results.
Conversation.
30 minutes to discuss your situation. If I can’t help, I’ll say so.
Proposal.
Scope, timeline, outcome and price in writing. Fixed, with no surprises.
Data.
Analysis of the agreed data and conversations with your team.
Outcome.
Clear findings, priorities and an action plan. You know where to start and who owns the next step.
SERVICES
Four ways
I can help.
01020304
Commercial audit.
Profitability, pricing and sales processes. Clear findings and a practical action plan.
Metrics and margins.
For businesses where data lives in Excel spreadsheets that no one fully trusts.
Fractional Commercial Director.
For businesses that need someone to take responsibility and deliver, not just give advice.
A sounding board for owners.
For owners making important commercial decisions on their own.
WHY A FRACTIONAL DIRECTOR
A commercial director
without the full-time hire.
| Fractional director | Full-time hire | |
|---|---|---|
| Start | An agreed start date | 2 to 4 months of recruitment |
| Cost | based on scope, from one day per week | a full-time salary, company car and bonuses |
| Risk | an agreed contract term | an employment contract |
| Handover | a working system is handed over | a director who stays on the payroll |
In a medium-sized manufacturing or distribution business, a full-time commercial director costs the employer EUR 10,000 to 14,000 a month, including employment taxes, a company car and bonuses. A fractional director working from one day a week costs a portion of that.
ABOUT ME
17+ years
in commercial roles.
P&L responsibility for up to EUR 88 million in revenue. I have worked on both the sales and purchasing sides, across manufacturing, distribution and retail. I assess sales pricing alongside the margin impact of supplier terms.
More about me17+years in commercial roles
88 millionEUR in P&L responsibility
17 to 23%profit margin
CONTACT
Let's talk.
The first conversation is free. In 30 minutes, it's usually clear whether I can help.
Get in touch