Our client, an established B2B distributor of mechanical, electrical, plumbing and trade essential products, serving contractors, facility management companies, traders, retailers and industrial customers across the UAE through a multichannel model.
Theyare currently looking for a Commercial Director who will lead the Sales and Marketing functions and will be responsible for developing and executing the commercial and gotomarket strategy to deliver sustainable, profitable growth while safeguarding reputation and stakeholder relationships. The role is a key member of the leadership team, accountable for shaping medium to longterm strategic direction, building a highperformance commercial organization, and acting as a credible successor for broader general management responsibilities as the business grows. This role will directly supervise 4, and indirectly supervise ca. 50 colleagues.
DELIVERABLES:
- Ensure commercial results are achieved within agreed budgets and timescales in terms of sales, profitability, key initiatives and capital employed, with proactive performance monitoring and coursecorrection.
- Leads, motivates and coaches the senior Sales and Marketing leadership team, setting clear objectives, fostering accountability, and building a strong succession pipeline across commercial roles.
- Ensures all commercial activities comply with organizational requirements for quality management, health and safety, legal and regulatory obligations, environmental policies and corporate social responsibility.
- In line with the Delegation of Authority Matrix, approves budgets, pricing frameworks, discount structures and key commercial commitments, and controls them through effective monitoring and governance mechanisms.
- Ensures the organization is appropriately equipped in terms of infrastructure, funding, technology, digital tools (including CRM, data analytics and pricing systems) and talent to achieve its commercial objectives. In conjunction with internal and external legal experts, ensures that commercial contracts and agreements are robust, that legal and compliance risks are identified early, and that appropriate mitigation actions are implemented.
- Elevates the quality of dialogue with the board and shareholders by providing insightful analysis, clear recommendations and scenariobased options on strategic, commercial and market topics.
- Develops, cultivates and maintains highlevel relationships with key partners, principals and suppliers, positioning the company as the preferred master distributor and longterm strategic partner in the region.
- Establishes and embeds a project and performance management culture, with clear priorities, milestones, KPIs, dashboards, and regular performance reviews across the commercial organization.
- Ensures strong commercial discipline in areas such as pricing, margin management, credit, inventory and contract terms, supported by clear policies, delegated authorities and consistent enforcement.
- Fosters a work culture built on Leadership, Initiative, Commitment and Community, acting as a visible role model and champion of the company's values in all internal and external interactions.
- Maintains deep and uptodate knowledge of the UAE and regional construction, MEP and building materials markets, including competitive landscape, customer trends, regulations and emerging technologies.
- Represents the company externally as a senior business leader with customers, authorities, industry bodies, banks and other stakeholders, reinforcing the company's reputation and brand.
REQUIREMENTS:
- Bachelor's or master's degree in business administration, Engineering or another relevant discipline; an MBA or equivalent postgraduate qualification is an advantage.
- Approximately 1015 years of progressive experience in senior commercial or general management roles, with a significant portion in sales and marketing leadership, preferably in a B2B MEP or building materials trading / omnichannel environment in the GCC.
- Proven track record of delivering profitable growth, developing and executing commercial strategies, and managing P&Limpacting decisions at businessunit or country level.
- Demonstrable evidence of building and leading highperforming teams, developing future leaders, and establishing a strong performance and accountability culture.
- Strong financial acumen, including experience with budgeting, forecasting, pricing and margin management, and working capital optimization.
- Experience in managing key principal/supplier relationships and negotiating highvalue distribution or master distributor agreements is highly desirable.
- Experience working with or reporting to a board or shareholders, with exposure to governance processes and strategic decisionmaking, is an advantage.
