About the Role
The Head of Commercial Office is a senior leadership role sitting at the heart of FNZ’s commercial engine. It is not a traditional sales support function – it is the operational and strategic backbone of how FNZ grows its client base and its most important client relationships. The role exists to ensure that FNZ’s client‑facing teams are operating at their highest possible effectiveness – removing friction, driving discipline, improving quality and enabling the business to move faster and more consistently across the sales and client lifecycle.
Key Responsibilities
- Commercial Strategy & Enablement: Own the Commercial Office as a function – defining its purpose, structure, processes and performance standards; partner with the Chief Commercial Officer and Head of UK Sales to translate commercial strategy into operational reality; build and maintain FNZ’s commercial playbook – from proposal, negotiation and contract execution; drive pipeline hygiene and forecasting discipline across the UK sales and client teams; lead preparation of board‑level and executive commercial reporting – pipeline, win/loss analysis, revenue forecasting, market coverage.
- Sales Support & Operations: Lead and develop a high‑performing sales support and sales administration team; oversee the commercial documentation – ensuring quality, accuracy and on‑time delivery; own CRM governance and adoption – ensuring Microsoft Dynamics is used consistently and generates actionable commercial intelligence; manage the commercial calendar – exec engagements and client events; coordinate across Legal, Finance, Risk and Technology to accelerate deal structuring and contract execution; establish clear operating rhythms and handoff protocols between central Commercial Office, UK Sales team and downstream Delivery functions.
- Bid & Proposal Management: Define and enforce content standards, ensuring core commercial materials are produced to a high level of completeness for existing clients, enabling effective localisation and rapid turnaround; build a library of reusable commercial content – case studies, capability statements; introduce quality standards and peer review processes to raise the bar on client‑facing documents FNZ produces.
- Client Onboarding & Transition Support: Act as the commercial handover point between Sales and ePMO – own and govern the commercial‑to‑delivery transition within the FNZ Atlas process (through to Phase5), ensuring clear stage gates, deliverables, and accountability across Commercial, ePMO and Delivery teams; ensure all handoffs are supported by high‑quality, standardised artefacts (plans, commercial assumptions, scope documentation), with clear traceability of decisions, dependencies and risks; work in close partnership with ePMO to maintain control and continuity through early delivery phases, with a structured and seamless transfer of ownership to Delivery post‑Phase5; support commercial negotiations and contract reviews for existing clients – renewals, expansions and scope changes.
- Market Intelligence: Maintain FNZ’s view of the competitive landscape in conjunction with the UK Client solutions team – tracking competitor positioning, win/loss patterns and market developments that affect commercial strategy; provide the Sales, client solutions and client relationship management teams with the intelligence and tools they need to compete effectively across adviser platform, D2C, workplace and wealth segments.
Leadership & Team
- Line‑management of the Sales Support and Sales Administration team (typically 4–8 people depending on scope).
- Act as a connector across Client Relationship, Sales, Client Solutions, Marketing, Finance, Legal and Product to ensure the commercial function operates as a joined‑up system rather than a series of handoffs.
- Build a culture of commercial discipline, quality and accountability within the team and across client‑facing teams.
What We’re Looking For
- Experience: Significant experience in a commercial operations, or client and sales enablement leadership role within financial services, fintech or B2B technology; proven track record of building and running high‑performing commercial support functions in a complex, multi‑stakeholder environment; familiarity with the UK wealth management and platform technology landscape is a strong advantage; CRM administration and commercial reporting experience – Microsoft Dynamics preferred.
- Skills & Attributes: Exceptional organisational rigour; strong written communication; comfortable operating at senior levels; data‑driven; a builder; leadership presence.
Why This Role
FNZ is at an important inflection point commercially. With $2.5 trillion in AUA globally and a renewed focus on client delivery, the business is building the commercial infrastructure to match its ambition. This role will shape how FNZ presents itself and how it converts opportunity into long‑term client relationships. For the right person it is a rare opportunity to build something significant inside one of the most consequential businesses in global wealth management.
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