Job Description Commercial Manager
Company : Dr. Scent Group
Location : UAE
Reporting
Reports directly to : General Manager / CEO
Coordinates with : Sales, Marketing, Finance, Supply Chain, and operation
Position Overview
The Commercial Manager will lead and manage all sales activities across Dr. Scent's business units, including retail outlets, kiosks, wholesale distribution, key accounts, and e-commerce channels. This role is responsible for driving revenue growth, expanding market share, managing client relationships, and ensuring that sales teams achieve their targets. The Commercial Manager will also coordinate with marketing and operations to align sales strategies with overall business objectives.
Key Responsibilities
Sales Strategy & Growth
- Develop and implement a comprehensive sales strategy covering all business channels (retail, wholesale, kiosks, consignment, online, and international sales).
- Set monthly, quarterly, and annual sales targets by region, department, and sales team.
- Identify new markets, distributors, and partnerships to expand Dr. Scent's reach.
- Monitor competitors and market trends to adapt pricing, promotions, and product positioning.
Sales Management
- Manage and supervise the entire sales team (area managers, retail team, kiosk staff, key account executives, and e-commerce sales).
- Ensure proper client follow-up system is in place (work maps, CRM/ERP integration, and lead tracking).
- Review and approve discounts, offers, and contracts in line with company policy.
- Monitor credit control and collections, working closely with finance to ensure healthy cash flow.
- Ensure proper distribution of sales territories, key accounts, and retail responsibilities across the team.
Performance & Reporting
- Track daily, weekly, and monthly sales performance versus targets.
- Provide regular sales reports, forecasts, and pipeline updates to management.
- Analyze client performance and identify opportunities for upselling, cross-selling, and retention.
- Work with finance to evaluate sales margins, net sales, and cost-to-serve per channel.
Client & Market Relations
- Build and maintain strong relationships with key clients, distributors, and retail partners.
- Handle escalations and high-level negotiations with major accounts.
- Represent Dr. Scent in exhibitions, trade shows, and key industry events.
Collaboration with Other Departments
- Work with Marketing to plan promotions, campaigns, and product launches.
- Coordinate with Supply Chain & Production to ensure product availability based on sales demand.
- Align with Finance on credit limits, collections, and profitability controls.
- Cooperate with Retail Operations for kiosk/store expansions and performance improvements.
Requirements
- Bachelor's Degree in Business, Marketing, or related field (MBA is an advantage).
- Minimum 810 years experience in sales/commercial management, preferably in retail, or fragrance/consumer products.
- Strong track record of achieving sales targets and managing multi-channel sales operations.
- Excellent leadership skills with ability to manage and motivate large teams.
- Strong knowledge of UAE and GCC markets with established client networks.
- Analytical skills for sales forecasting, reporting, and profitability analysis.
- Excellent negotiation and relationship-building skills.
- Fluent in English and Arabic (spoken & written).
