Head of Commercial (m/f/d)

The Scope

Location:Flexible. We welcome applications from candidates based anywhere globally. The preferred location is Bonn, Germany (hybrid), but other locations may be considered for the right candidate. Full-time | Fixed-Term Contract (2 Years).

The Forest Stewardship Council (FSC) is the world's leading organization dedicated to promoting responsible forest management. Through certification, innovation, and strategic partnerships, FSC works with businesses, governments, NGOs, Indigenous Peoples, and consumers to protect forests for future generations.

As we continue to expand our global market impact, we are looking for an experienced commercial leader to join us as our Head of Commercial.

This is a unique opportunity to shape FSC's commercial strategy, drive market innovation, unlock new revenue opportunities, and lead transformational initiatives that strengthen FSC's position as the world's most trusted sustainability certification system.

If you are an entrepreneurial leader with a passion for commercial growth, innovation, sustainability, and international business development, we would love to hear from you.

The Head of Commercial is responsible for leading FSC's global commercial strategy and market development activities while driving sustainable revenue growth across existing and emerging markets.

Reporting directly to the Director Marketing and Commercial, the role leads the development, implementation, and optimization of FSC's commercial portfolio, ensuring that commercial opportunities are translated into scalable business models, strategic partnerships, innovative market solutions, and measurable business impact.

The role combines strategic leadership with operational excellence and oversees multiple global programmes.

As a senior leader within the Marketing & Commercial Unit, the Head of Commercial plays a critical role in positioning FSC for long-term commercial success while supporting the organization's mission of responsible forest management worldwide.

Main Roles & Responsibilities

As Head of Commercial, you will:

• Develop and execute FSC's global commercial growth strategy.
• Lead commercial innovation across FSC's products, services, and market offerings.
• Drive sustainable revenue generation and commercial excellence.
• Develop innovative commercial models supporting Climate & Ecosystem Services (CES).
• Strengthen FSC's market position through technology-enabled commercial solutions.
• Build strategic partnerships with global commercial stakeholders.
• Lead high-performing international teams and foster a culture of innovation and collaboration.
• Translate market intelligence into commercial opportunities and strategic business decisions.

Commercial Strategy & Growth

• Develop and implement FSC's global commercial strategy aligned with organizational priorities.
• Identify new market opportunities, revenue streams, and innovative commercial models.
• Drive long-term commercial planning and execution across global markets.
• Lead commercial transformation initiatives supporting FSC's strategic objectives.
• Monitor commercial performance through KPIs and data-driven decision-making.

Commercial Operations

Lead and optimize key commercial processes, including:

• Revenue model development
• Commercial business models
• Market-facing technology solutions
• Commercial contracting processes
• Customer Relationship Management (CRM)
• Product verification solutions
• Digital marketplace initiatives
• Commercial process optimization

Strategic Partnerships

• Develop and manage strategic commercial partnerships.

• Lead commercial negotiations with international partners.
• Build long-term relationships with customers, industry leaders, and external stakeholders.
• Represent FSC in commercial discussions and strategic forums.

Leadership

Lead and develop multidisciplinary international teams by:

• Setting strategic direction.
• Coaching and developing talent.
• Creating a high-performance culture.
• Building commercial capabilities across the organization.
• Managing performance and organizational effectiveness.

Financial & Resource Management

• Lead commercial budgeting and financial planning.
• Ensure efficient allocation of resources.
• Monitor commercial investments and return on investment.
• Drive operational excellence and continuous improvement.

Cross-Functional Collaboration

Work closely with:

• Executive Leadership Team
• Markets & Communications
• Business Development
• Network Partners
• Regional Offices
• Policy & Standards
• Technology
• Finance
• External commercial partners

to ensure commercial activities are aligned across the FSC system.

Your profile

Education

• University degree in Business, Finance, Economics, Science, Marketing, Sustainability, or related discipline.
• MBA or Master's degree is highly desirable.

Experience

You bring:

• Minimum 10 years' experience in commercial leadership, business development, consulting, or international market development.
• At least 5 years' experience leading international teams.

• Proven success in developing and implementing global commercial strategies.
• Strong commercial acumen with demonstrated experience driving revenue growth and market expansion.
• Experience developing innovative commercial business models.
• Experience managing strategic partnerships.
• Strong background in project and programme leadership.
• Experience operating in complex international organizations.
• Experience within sustainability, certification, consumer goods, forestry, ESG, or environmental sectors would be highly advantageous.

What Makes You Successful

You are:

• A commercially minded leader with an entrepreneurial mindset.
• Passionate about innovation and market development.
• Comfortable operating in complex international environments.
• Highly analytical and data-driven.
• A collaborative leader who builds strong relationships across cultures.
• Customer-focused and solution-oriented.
• Able to translate strategy into measurable business results.
• An excellent communicator and negotiator.
• Passionate about sustainability and purpose-driven business.

Leadership Competencies

You demonstrate:

• Strategic leadership
• Commercial excellence
• Innovation mindset
• Business transformation
• Stakeholder influence
• Financial acumen
• People leadership
• Change management
• Customer orientation
• Results orientation

Language Skills

• Business fluent English (written and spoken).
• German and/or Spanish would be considered an advantage.

Why us?

This is an exciting opportunity to lead one of the most influential commercial portfolios within the sustainability sector.

At FSC you will:

• Shape the commercial future of one of the world's most respected sustainability organizations.
• Lead global business development and innovation.
• Influence international markets and strategic partnerships.
• Work with colleagues representing more than 60 nationalities.
• Drive meaningful commercial growth while contributing to environmental and social impact.
• Enjoy flexible hybrid working, 30 days annual leave, and outstanding professional development opportunities.

The Fine Print

Location:Flexible. We welcome applications from candidates based anywhere globally. The preferred location is Bonn, Germany (hybrid), but other locations may be considered for the right candidate.

Working Hours:Full-time (40 hours per week)

Contract Type:Fixed-Term Contract (2 Years) - extension possible

Starting Date:As soon as possible

Ready to Shape the Future?

If you are an experienced commercial leader looking to combine strategic business leadership with global sustainability impact, we would love to hear from you.

Join FSC and help shape the future of responsible forest management through commercial innovation, strategic partnerships, and sustainable growth.

Apply now and become FSC's next Head of Commercial.

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