July 2025Ryan Gulbransen, Vice President at DSJ Global
Why Commercial Services Roles in Supply Chain are a Smart Career Move | DSJ Global
As commercial services evolve into core strategic functions, professionals with supply chain expertise are uniquely positioned to lead. Roles in sales, business development, supplier relationship management and commercial operations are no longer supporting cast—they are central to growth, resilience, and competitive differentiation.
Organisations are prioritising talent that can connect operational execution to commercial outcomes, and are actively hiring professionals who contribute to customer growth, strengthen supplier value, and protecting margins and profitability. If you've worked closely with clients, influenced procurement strategy, built supplier ecosystems, or been a key partner in commercial teams, your leadership and skills are highly valued and increasingly vital to enterprise success.
From support to strategy
Between 2020 and 2025, global supply chains were tested like never before. The COVID-19 pandemic exposed long-standing weaknesses in sourcing and logistics, while ongoing cost pressures, supplier instability and limited forecasting accuracy created new challenges. In this environment, commercial professionals stepped into far more strategic roles. Rather than simply supporting operations, they became key to solving real-time business problems.
Companies need people who can think commercially, respond quickly and operate with more than just operational knowledge. These roles have become central to solving complex problems like customer churn, supplier disruption and shrinking margins.
Employers have taken note. They are now investing in commercial talent that contributes directly to revenue, customer retention and market growth, not just internal efficiency.
What roles are in demand?
Titles vary by company and sector, but some of the most in-demand commercial supply chain roles include Manager, Director or VP of Sales, VP of Business Development, Product Manager, Category Manager, Pricing Analyst, Account Manager and Territory Sales Manager. On the executive side, Chief Commercial Officer and Chief Revenue Officer roles are also seeing growth, particularly in high-growth or transformation-stage businesses.
At DSJ Global, we’re seeing demand across manufacturing, retail, logistics and life sciences for a wide range of commercial roles. Many are revenue-generating, others focus on pricing or supplier strategy, but they all carry commercial responsibility. It is no longer just about managing process or cost savings within the supply chain world. It is about protecting and driving revenue.
What skills are companies looking for?
Regardless of title, hiring managers are looking for candidates who can demonstrate they have delivered commercial value. Professionals who drive customer retention, such as helping to resolve issues, improving delivery performance or securing renewals, are prioritised by those hiring. They also value experience tied to market expansion, including growing a client base, breaking into new regions or winning business in competitive spaces. Just as important is leadership, and those who’ve built and scaled teams in dynamic commercial environments signal readiness for higher-impact roles.
Ultimately, impact speaks louder than titles. Don’t just tell us what you were responsible for, instead show us what changed because of you.
Choose the right fit
The structure and pace of these roles depend heavily on the industry. In manufacturing, commercial supply chain work is typically B2B, with long sales cycles, high-value contracts and technical products. Success often depends on understanding procurement complexity and negotiating large deals with OEMs or distributors.
In retail, the environment is fast-paced and customer-facing. Sales are more transactional and heavily influenced by consumer behavior, seasonal demand and pricing trends. Roles in this space often involve coordination across multiple channels, from physical stores to e-commerce and digital platforms.
In logistics, sales roles are usually B2B and more consultative. The goal is to design supply chain solutions tailored to client needs. These positions require a deep understanding of operations combined with the ability to communicate value to clients and stakeholders.
Before applying, consider which environment suits your experience and working style. This can help you position yourself more effectively.
The right time to move
There is a clear shortage of candidates who can combine supply chain knowledge with commercial decision-making. Many organisations are shifting away from traditional hiring models and instead focusing on experience, adaptability and measurable outcomes.
There’s a gap in the market for candidates who truly understand both sides. Operational performance and commercial outcomes are rarely found in the same profile. That gap is putting pressure on hiring teams to rethink how they recruit and who they prioritise.
If you have worked in a role that touched sales strategy, pricing, supplier negotiations or client retention, even indirectly, you are likely more qualified than you think.
How to position yourself
When you’re applying for commercial supply chain roles, focus on outcomes. Don’t just list tasks, show where you made a measurable difference. That could be securing a renewal, improving margins without cutting service, or growing a product or client base. Use data where you can. And be clear about what you want when talking to recruiters. If you’re drawn to commercial growth but still want to stay close to operations, say that. If you’re strongest in pricing or client strategy, lead with it. The more specific you are, the easier it is for hiring managers to see the value you bring.
What’s next
The demand for commercial talent in supply chain is only going to increase. As supply chains become more transparent, digitalised and customer-led, the ability to link commercial strategy with operational execution will define leadership roles across industries.
Companies that succeed in this climate will do so with teams that can make faster decisions, strengthen supplier partnerships and protect revenue under pressure. That means professionals with your experience will have more influence and more opportunity in the years ahead.
Thinking about your next move?
DSJ Global places commercial supply chain professionals into permanent roles across Europe, North America and APAC. If you're ready to explore a position where your commercial expertise can make a real impact, we can help.
View open roles or submit your resume. One of our consultants will be in touch when your profile aligns with an opportunity.
