Head of Commercial - #2090845

Logan is a hydrogen technology and energy infrastructure business delivering practical, engineered solutions across hydrogen production, refuelling, compression, storage, service and aftermarket support.

We are now strengthening our commercial leadership and are looking for a commercially driven Head of Commercial to lead revenue growth, market presence, product sales, aftermarket growth and customer acquisition.

The Head of Commercial will be responsible for driving Logan’s commercial strategy and delivering measurable revenue growth across the business.

This includes sales of hydrogen systems, standard products, compressors, refuelling solutions, aftermarket services, spares, rentals, upgrades, refurbishment works and service level agreements.

The successful candidate will lead the commercial function, own the sales pipeline, improve market visibility, strengthen customer relationships and ensure the business is targeting, winning and delivering the right work on the right terms.

The role requires a commercially strong, hands-on leader who can create demand, qualify opportunities, close deals, protect margin and build a more disciplined commercial engine across the business.

• Own and deliver the commercial growth strategy across products, projects, aftermarket, service, spares and rentals.
• Drive qualified lead generation, opportunity conversion, order intake, revenue growth and margin performance.
• Build and manage a disciplined sales pipeline with clear ownership, next actions, close dates, probability, margin and forecast value.
• Strengthen Logan’s commercial presence across the hydrogen, energy, infrastructure and industrial sectors.
• Identify and convert opportunities with new and existing customers.
• Lead senior customer engagement, commercial negotiations and key account development.
• Develop clear product and service propositions for standardised systems, compressors, spares, rentals, SLAs, upgrades and refurbishment works.
• Work with Engineering, Operations and Finance to ensure opportunities are technically deliverable, commercially viable and aligned with business capacity.
• Improve bid/no-bid discipline so the business focuses on opportunities with clear scope, acceptable risk, realistic margin and strong payment terms.
• Ensure commercial proposals are robust, accurate, competitive and grounded in actual delivery costs.
• Support contract negotiation, commercial review and risk management.
• Improve marketing output, brand visibility, customer communications, case studies, events and industry positioning.
• Monitor market trends, customer needs, competitor activity and regulatory developments.
• Report commercial performance clearly to the CEO / General Manager and senior leadership team.
• Lead, develop and hold accountable the commercial team through clear roles, targets and performance indicators.

The successful candidate will be expected to deliver:

• Sustainable revenue growth year on year.
• Increased order intake across product sales, projects, aftermarket, service, spares and rentals.
• Improved gross margin through better opportunity qualification, pricing and contract discipline.
• A clean, credible and actively managed sales pipeline.
• Improved forecast accuracy for orders, revenue and cash planning.
• Increased conversion of qualified opportunities into signed contracts.
• Growth in recurring and repeatable revenue, including SLAs, spares, rentals and aftermarket services.
• Stronger market visibility and customer confidence in Logan’s capability.
• Clear commercial reporting, KPIs and sales management discipline.
• A commercially focused team that is accountable for activity, conversion and results.

We are looking for someone with:

• Proven senior commercial, sales or revenue leadership experience.
• A track record of delivering measurable sales growth and revenue targets.
• Experience selling technical products, engineered systems, industrial services or infrastructure solutions.
• Strong understanding of pipeline management, sales forecasting and commercial reporting.
• Experience negotiating with customers on commercial and contractual matters.
• Strong financial awareness, including margin, pricing, cash flow, payment terms and risk.
• Experience working in a technical, engineering, manufacturing, energy or industrial environment.
• Ability to work effectively with engineering, operations, finance and senior leadership.
• Experience building and leading a commercial or sales team.
• Strong customer-facing presence and ability to engage at senior level.

• Hydrogen, renewable energy, industrial gas, compression, refuelling, infrastructure, utilities, process equipment or engineering services experience.
• Experience commercialising standard products from bespoke engineering capability.
• Experience growing aftermarket, spares, rental, service or SLA revenue.
• Experience in an SME, scale-up or project-led engineering business.
• Knowledge of public-sector, utility, infrastructure or industrial procurement routes. 

The right candidate will be:

• Commercially sharp and revenue-driven.
• Proactive, direct and accountable.
• Comfortable creating demand rather than waiting for enquiries.
• Strong in negotiation and customer engagement.
• Disciplined with pipeline, forecasting and follow-up.
• Confident challenging weak opportunities, poor margins or unclear scope.
• Able to translate technical capability into clear commercial propositions.
• Resilient, practical and comfortable in a growing business.
• Focused on orders, revenue, margin, cash and long-term customer value.