The Commercial Director Edge: Discovery, Sticky Revenue & Selling Beyond the Vacancy with Viki Dowthwaite

In this episode, I sit down with Viki Dowthwaite, Commercial Director at Trinnovo Group, to break down one of the most underutilised roles in recruitment and why the best recruiters in the world will always leave money on the table without someone like her in their corner. Viki built Trust in Soda's contract desk from 2 people to 15, hitting £70K weekly GP and now she's the person Trinnovo's consultants call when they need to win bigger, stickier deals. We get into the no-splits philosophy, the four pillars of her role, and the tactical frameworks behind discovery, solution selling, and proactive account management. Connect with Viki here: ------------------------- Watch the episode on YouTube: ------------------------- Sponsors - Claim your exclusive savings from our partners with the links below: Sourcewhale - Check Out Sourcewhale & Claim Your Exclusive Offer Here. Atlas - Check Out Atlas & Claim Your Exclusive Offer Here Raise - Check Out Raise & Claim Your Exclusive Offer Here. ------------------------- Extra Stuff: Learn more about our online skills development platform Hector here: Join 6,000+ other recruiters levelling up their skills with our Limitless Learning Newsletter here: ------------------------- Get in touch: Linkedin: -------------------------

You can listen to The Commercial Director Edge: Discovery, Sticky Revenue & Selling Beyond the Vacancy with Viki Dowthwaite online on Radio and Podcast. Open the player on this page to stream the available audio.

The Commercial Director Edge: Discovery, Sticky Revenue & Selling Beyond the Vacancy with Viki Dowthwaite is an episode from The Recruitment Mentors Podcast by Hishem Azzouz.

This episode is 01:12:40 long.

This episode was published on Apr 13, 2026.

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