A Commercial Manager in PropTech is responsible for driving revenue and business growth by managing key commercial aspects such as sales, partnerships, pricing strategies, and contract negotiations. This role sits between sales, business development, and strategic planning, ensuring that the company’s commercial goals align with market opportunities.
Salary:
Compensation varies based on company size, funding stage, and experience level, but here’s a general range:
Junior Commercial Manager (2–4 years experience):
£45,000 – £65,000 base + bonuses
Mid-Level Commercial Manager (4–7 years experience):
£65,000 – £85,000 base + bonuses
Senior Commercial Manager (7+ years experience):
£85,000 – £120,000 base + bonuses
OTE (On-Target Earnings):
Most roles include performance-based incentives and commission, pushing total earnings beyond £120K.
Key Responsibilities:
Sales and Business Development:
Developing and implementing commercial strategies:
This involves identifying target markets, setting sales goals, and creating plans to achieve those goals. They need to align the commercial strategy with the company's overall business objectives and market trends.
Managing and motivating the sales team:
This includes recruiting, training, coaching, and mentoring sales executives. They foster a high-performing and collaborative sales culture.
Building and maintaining relationships with key customers and partners:
This includes identifying and building relationships with key decision-makers at potential and existing customers, as well as strategic partners.
Identifying and developing new business opportunities:
This involves researching market trends, identifying potential new markets, and developing new products or services to meet those needs.
Commercial Operations:
Pricing and contract negotiation:
They are responsible for developing pricing strategies and negotiating contracts with customers.
Managing the commercial budget:
This includes forecasting revenue and expenses, and ensuring that the commercial team is operating within budget.
Analyzing sales data and identifying trends:
They use sales data to identify areas for improvement, track key performance indicators (KPIs), and make data-driven decisions to optimize commercial performance.
Collaboration and Communication:
Collaborating with other departments:
They work closely with marketing, product development, and other departments to ensure alignment and maximize commercial effectiveness.
Communicating effectively with the sales team and senior management:
They need to be able to clearly communicate the commercial strategy, targets, and performance to the sales team, as well as provide regular updates and reports to senior management.
Key Skills and Qualifications:
Extensive experience in sales and business development, preferably in the proptech or SaaS industry:
They typically have a proven track record of success in leading and managing sales teams and exceeding sales targets.
Strong understanding of the real estate industry and proptech solutions:
They need to have a deep understanding of the real estate industry, including the challenges that real estate professionals face, and how proptech solutions can address those challenges.
Excellent leadership, communication, and interpersonal skills:
They need to be able to effectively lead, motivate, and inspire their sales team, as well as build strong relationships with customers and partners.
Strong analytical and problem-solving skills:
They need to be able to analyze sales data, identify trends, and make data-driven decisions to improve commercial performance.
In summary, the Commercial Manager in proptech is a critical role that drives the company’s revenue growth and overall commercial success. They are responsible for developing and implementing effective commercial strategies, leading and managing a high-performing sales team, and fostering strong relationships with customers and partners.
Career Progression Path:
Sales Executive / Business Development Executive
(Entry-level sales & partnerships)
Senior Sales Executive / Business Development Manager
(Handling bigger deals & accounts)
Commercial Manager
(Managing sales, pricing, and strategic deals)
Head of Commercial / Commercial Director
(Overseeing all commercial operations)
Chief Commercial Officer (CCO) / Chief Revenue Officer (CRO)
(Board-level leadership role)