From AQS to Commercial Director: Mapping Your Career Path in Construction

There’s a common myth in the construction industry that senior leaders “fell into” their roles or happened to be in the right place at the right time. In reality, most people who reach commercial leadership roles make much of their own luck. They intentionally shape their careers to maximise opportunities by seeking the right experience, building strong networks, and choosing the right mentors.

This guide walks you through the typical progression from your first commercial role in UK construction up to commercial leadership, before finishing with the factors that really accelerate careers.

Foundations for a Commercial Role

The typical entry routes into a commercial career in UK construction is through one of the following:

• BSc (Hons) in Quantity Surveying or Commercial Management;
• RICS-accredited postgraduate conversion course for non-cognate graduates; or
• HNC/HND in a construction-related discipline, often leading to an Assistant role while studying part-time for a full degree.

Early Career: Assistant Quantity Surveyor & Quantity Surveyor

Assistant Quantity Surveyor (AQS): AQS is the first role for most people and where technical foundations are built. Typical experience includes:

• measurement and estimating;
• assisting with procurement;
• early exposure to contract administration (JCT and/or NEC); and
• developing communication skills with project teams and subcontractors.

A key developmental step is taking responsibility for defined work packages and gaining enough experience to progress toward the RICS APC (Assessment of Professional Competence).

Quantity Surveyor (QS): With 2+ years of experience, many AQSs are ready to start taking charge of their own packages and commercial responsibilities including:

• cost planning and high-level reporting;
• leading procurement activities;
• contract negotiation;
• identifying and managing commercial risk; or
• taking financial responsibility for work packages or smaller projects.

This is the first role where commercial judgement becomes as important as technical skill.

Mid-Level Career: Senior Quantity Surveyor & Managing Quantity Surveyor

Senior Quantity Surveyor (SQS): It usually takes at least 5 years of experience before an individual is ready for the step up to SQS roles. Responsibilities typically include:

• managing AQSs and graduates;
• handling major packages or multiple smaller projects;
• regular interaction with clients, legal teams and internal leadership;
• forecasting, risk management and dispute resolution; and
• contributing to project strategy and profitability.

An SQS is often the commercial lead on a project or major section of a large scheme.

Managing Quantity Surveyor (MQS): With 8+ years of experience, professionals may be ready for the transition from SQS to MQS, another big step up as expectations shift from technical expertise to commercial leadership. Responsibilities typically include:

• overseeing multiple SQSs and teams across several projects;
• responsibility for divisional commercial performance;
• recruitment, retention and performance management;
• leading supply chain strategy;
• supporting tenders and winning work;
• setting standards and ensuring consistency across teams; and
• reporting division performance to senior leadership.

In some organisations, particularly in Tier 1 contractors, this role is often followed by Commercial Manager.

Senior Leadership: Commercial Manager and Commercial Director

Commercial Manager: With 10+ years of experience, this role sits between MQS and Commercial Director and is often the true proving ground for senior leadership. Commercial Managers typically have:

• responsibility for all commercial activity across a region, business unit, or major project;
• line management of MQSs and SQSs;
• ownership of commercial strategy and forecasting;
• client and stakeholder relationship management at a senior level;
• oversight of major disputes, risk, governance and compliance;
• input into business development, bids and tenders; and
• accountability for commercial performance across multiple schemes.

If MQS is about leading people and projects, the Commercial Manager role is about leading the business unit. As such Commercial Managers are no longer in the detail every day. Instead, they manage managers rather than projects and shape commercial strategy rather than delivering it.

It’s often seen as the last major step before joining the senior leadership team.

Commercial Director: Progression to Commercial Director typically takes 15+ years, depending on market conditions, individual performance, and ability to manage risk, and the nature of the employer (Tier 1 progression is more structured but can be slower). Commercial Directors are responsible for:

• strategic leadership of the commercial function;
• business development and client relationships;
• corporate governance and board-level reporting;
• cross-functional collaboration; and
• driving profitability and long-term growth.

While most Commercial Directors come from surveying backgrounds, some progress from legal or finance functions, reflecting the increasing focus on governance and risk.

How to Accelerate Your Career

There’s no single route to senior commercial leadership, but the fastest progress usually comes from the ability to:

1. take responsibility early – and successfully;
2. manage commercial risk confidently and effectively;
3. lead others, not just deliver work personally;
4. gain exposure to larger, more complex projects;
5. build a strong professional network; and
6. choose employers aligned with your ambitions.

Tier 1 contractors offer excellent training and structured development, but their formal progression routes can be relatively inflexible. Tier 2 and 3 contractors may provide faster progression for high performers, however the transition from tier 2 or tier 3 contractors into tier 1 is often challenging.

The Role of Mentors and Networks

Regardless of the route taken, senior commercial professionals share two traits. They have:

• consistently made strategic career decisions; and
• built strong networks and mentor relationships that provided insight, advocacy and opportunities at critical moments.

Career progression is never just about competence—it’s also about who helps shape your thinking and opens the right doors.