Role Overview

The Associate Vice President – Commercial / Business Development will be responsible for driving revenue growth, strategic client acquisition, and market expansion in the Kingdom of Saudi Arabia.

The role will lead the development and execution of the company's commercial strategy across integrated logistics services, including e-commerce last mile, fulfillment, domestic transportation, and international freight (air & ocean).

The AVP will play a critical role in building strategic partnerships, expanding enterprise accounts, and positioning the organization as a leading integrated 3PL provider in the KSA market.

The AVP will work closely with Operations, Finance and KAM to offer competitive realistic proposals to prospect clients.

Key Responsibilities

Commercial Strategy & Revenue Growth

Develop and execute the commercial strategy for KSA across all logistics service lines.
Drive top-line revenue growth and profitability through new customer acquisition and expansion of existing accounts.
Identify and develop branded/ enterprise clients across retail and e-commerce sector.
Lead commercial negotiations, contract structuring, and pricing strategy.
Develop long-term sales pipeline and revenue forecasting.

Business Development

Build and manage a strong pipeline of branded / strategic clients for logistics and supply chain services.
Lead solution-based selling by collaborating with operations, solution design, and finance teams.
Identify market opportunities in last-mile, fulfillment, cross-border logistics, and freight forwarding.
Develop partnerships with regional and international clients expanding into KSA.

Support Key Account Management

Build long-term relationships with strategic clients and key decision makers.
Ensure the KAM team is driving customer retention, contract renewals, and revenue expansion.

Market Expansion & Industry Positioning

Monitor market trends, competitor strategies, and emerging logistics opportunities.
Support expansion into new sectors, geographies, and service offerings.
Represent the company at industry events, conferences, and strategic forums.

Cross Functional Leadership

Work closely with Operations, Solution Design, Finance, and Technology teams to deliver integrated logistics solutions.
Ensure commercial commitments are aligned with operational capabilities and service quality.
Lead the development of innovative logistics solutions tailored to customer needs.

Commercial Governance

Drive sales performance management, pipeline reviews, and commercial reporting.
Ensure compliance with pricing policies, contracts, and risk management frameworks.
Implement best practices in CRM, sales processes, and bid management.

Key Performance Indicators (KPIs)

Revenue growth and sales target achievement
New customer acquisition
Strategic account development
Gross margin and profitability
Pipeline development and conversion rate

Qualifications & Experience

Bachelor's degree in Business, Supply Chain, Logistics, or related field
MBA or advanced degree preferred
12–15+ years of experience in logistics, supply chain, or freight forwarding
Minimum 5–7 years in commercial leadership roles
Strong experience in 3PL services including warehousing, fulfillment, transportation, and freight forwarding
Proven track record of winning large enterprise logistics contracts in KSA or GCC

Skills & Competencies

Strategic thinking and market development
Strong commercial negotiation and deal structuring
Enterprise sales and key account management
Deep understanding of logistics and supply chain solutions
Leadership and cross-functional collaboration
Strong network within KSA logistics and e-commerce ecosystem

Personal Attributes

Entrepreneurial mindset with strong growth orientation
Ability to operate in high-growth and fast-paced environments
Strong relationship builder and influential communicator
Results-driven with high accountability

Head of Commercial (KSA)