Head of Commercial - Rigid Plastics Packaging

Commercial Head – Rigid Plastics Packaging Solutions - AED 30K – 40K

Our client, one of the leading companies in Rigid Plastic Packaging Manufacturing, catering to the FMCG Clients is looking to hire a Head of Commercial based in UAE. The incumbent will be responsible to drive growth, profitability, and customer strategy for GCC region.

Budget: AED 30K – 40K (benefits)

Job Purpose:

This is a senior leadership role with full accountability for revenue, margins, pricing discipline, and commercial strategy, working closely with the HQ plant leadership and regional stakeholders.

The mandate is clear: drive profitable growth, deepen key customer relationships, and build a world-class commercial organization tightly aligned with manufacturing execution.

Core Outcomes

• Consistent top-line growth with margin improvement

• Strong, sticky relationships with key FMCG / food / dairy customers

• Disciplined pricing, forecasting, and pipeline management

• A high-performing, accountable sales and commercial team

• Tight alignment between commercial commitments and plant execution

Key Responsibilities

Commercial Strategy & Growth

• Define and execute the commercial strategy for rigid packaging in UAE

• Identify growth segments, key accounts, and portfolio opportunities

• Drive long-term customer partnerships rather than transactional sales

Sales Leadership & Key Accounts

• Lead and develop the national sales organization

• Personally manage and anchor strategic / top-tier customers

• Lead complex negotiations, long-term contracts, and pricing frameworks

• Own sales planning, forecasting accuracy, and pipeline discipline

Pricing, Margins & Profitability

• Full ownership of pricing strategy, contribution margins, and discount governance

• Work closely with Finance and Operations on costing, mix improvement, and profitability

• Ensure commercial decisions are data-driven and margin-focused

Cross-Functional Execution

• Partner closely with Operations, Supply Chain, Planning, Quality, and NPD teams in the Factory

• Ensure sales commitments are executable and aligned with capacity and cost structures

• Act as the single point of accountability between customers and the plant.

Leadership & Team Building

• Build, coach, and retain a strong commercial leadership bench

• Drive a culture of accountability, performance, and customer obsession

• Establish clear KPIs, cadence reviews, and succession plans

Candidate Profile (Non-Negotiables)

Experience

• 12–18 years of B2B commercial experience in manufacturing

• Strong preference for rigid plastic packaging / plastics / FMCG packaging

• Proven track record of managing large key accounts and sales teams

• Direct experience working with manufacturing plants (not pure trading)

Capabilities

• Strong commercial judgment and negotiation skills

• Deep understanding of pricing, margins, and cost structures

• Strategic thinker with hands-on execution capability

• Comfortable operating at board / CEO level and on the shop-floor

Leadership Style

• Direct, data-driven, and accountable

• Customer-centric but operationally grounded

• Able to challenge, align, and execute across functions

Education

• Bachelor's degree in Business, Engineering, or related field

• MBA or equivalent preferred but not mandatory

Key KPIs

Key Performance Indicator

Revenue growth vs. plan

Gross margin & contribution improvement

Key account retention & growth

New customer wins in priority segments

Forecast accuracy & pipeline health