Head of commercial - Tires Industry | Saudi Arabia

Locations: Jeddah, Saudi Arabia
Employment Type: One-Year Contract

About the Role

We are looking for a motivated Head of commercial to join our team. The ideal candidate role is to shape how this portfolio goes to market through assortment, pricing, promotions and channel development, and leads the teams that deliver the plan.

This is a senior, visible role with a seat at the management table, combining strategy with close contact with customers and the market across KSA. It suits a commercial leader who wants to build, and to grow a team as much as a business.

Key responsibilities

• Set the commercial strategy for Arabian Tires and Lana in line with ATG 2.0, and translate it into an annual plan and budget
• Lead the commercial P&L, from volume and revenue through gross profit to contribution
• Shape the portfolio: assortment, price architecture and promotions
• Build and scale the sales channels, each with its own growth plan
• Lead forecasting and planning, working closely with Procurement and Supply Chain
• Represent ATG in the market and build long term relationships with key partners
• Bring customer and competitor insight into commercial decisions
• Design and build the commercial organization, its processes and its accountability framework
• Lead, develop and grow a high performing team, owning hiring, performance and succession

Key areas of scope

Growth and market share

• Volume and revenue growth by entity, channel, region, brand and customer segment
• Market share gains nationally and in priority cities
• New customer acquisition and deeper share of wallet with existing customers

Profitability, pricing and promotions

• Gross profit and pure product profit by brand, origin, channel and customer tier
• Price architecture and positioning against the market
• Discount, rebate and bonus frameworks within budget and delegated authority
• Promotion planning, execution and return on investment

Assortment, portfolio and suppliers

• Assortment across brands, origins, sizes and price tiers, tailored by channel and region
• Portfolio development with Procurement and Category Management, including range reviews and new brand introductions
• Commercial relationships with brand principals and suppliers on terms, volume commitments, rebates and brand plans, together with Procurement
• Healthy stock turn and sell through, in partnership with Supply Chain

Sales channels and partnerships

• Wholesale: dealer and retailer network, regional coverage and customer tiering
• Corporate and Government: fleet and corporate accounts, framework agreements and tenders
• New channels: retail points of sale, B2B and B2C ecommerce and social commerce, led directly with a dedicated team built as they scale
• Partnership opportunities across wholesalers, retailers, service centers and other market players

Planning, budget and working capital

• Commercial budget ownership and delivery
• Bottom up sales forecasting, aligned with Finance and fed into procurement plans
• Selling and distribution expenses and cost to serve by channel and customer
• Receivables health (DSO, AR balance and aging) and credit policy, in partnership with Finance

Customers, CRM and after sales

• Strategic relationships with key wholesalers, fleets, corporate and government partners, with key account plans for priority customers
• CRM and customer data: a single customer view, segmentation, visit and pipeline tracking, and customer health monitoring
• Customer retention, loyalty and lifetime value
• Warranty and claims handling, service levels and supplier recoveries

Market intelligence and insights

• A structured flow of market intelligence on pricing, competition, imports and customer health
• Insight led decisions on pricing, assortment and channel strategy
• A regular market view for management and the board

Organization, people and processes

• Commercial organization design, roles and accountabilities, and decisions on hiring, moves and exits
• Sales force productivity: coverage, customer visits and revenue and profit per salesperson
• Performance management, with clear targets, regular reviews and incentives tied to results
• Commercial processes, policies and governance that make the department run consistently
• People development, coaching and succession for the next generation of commercial leaders

Required qualifications and experience

• Bachelor's degree in Business, Commerce, Engineering or a related field; MBA preferred
• 10+ years in commercial or sales leadership, with at least 5 years at head of function level
• Experience in the tire business or a closely related automotive market (aftermarket parts, lubricants, batteries, fleet services or automotive distribution) is required
• Proven ownership of assortment, pricing and multichannel revenue across wholesale and corporate
• Hands on P&L, budget and working capital ownership
• Led teams of 25+ across multiple locations
• Strong KSA market knowledge and network
• Fluent Arabic and English; willing to travel frequently across KSA