Head of Distribution

Key Roles & Responsibilities

Business Development & Vertical Growth

• Develop and execute the overall strategy for the Distribution Business Vertical.
• Build the Distribution business from the ground up, including customer acquisition, operational capability, and profitability.
• Identify and develop new business opportunities across FMCG, Retail, Healthcare, Automotive, Consumer Electronics, Industrial, E-commerce, Food & Beverage and other suitable sectors.
• Develop long-term relationships with key customers and strategic decision-makers.
• Lead customer presentations, commercial negotiations, RFQs, tenders and contract negotiations.
• Achieve agreed revenue, gross profit and EBITDA targets for the Distribution business.
• Develop new value-added logistics services to expand service offering.
• Drive cross-selling opportunities with Freight Forwarding, Warehousing, Customs Brokerage and Transportation divisions.

Commercial Leadership

• Develop annual business plans, budgets and growth strategies.
• Build a healthy sales pipeline and ensure consistent conversion of opportunities.
• Monitor market trends, competitor activities and emerging business opportunities.
• Develop pricing strategies that maximize profitability while remaining competitive.
• Establish strategic partnerships with principals, manufacturers and major distributors.

Operations & Service Delivery

• Design and implement scalable distribution operations across the UAE and GCC.
• Establish SOPs, KPIs and operational standards for distribution activities.
• Ensure high levels of service quality, on-time delivery and customer satisfaction.
• Work closely with Warehouse, Transport, Procurement and Customer Service teams to deliver integrated logistics solutions.
• Continuously improve operational efficiency, productivity and cost optimization.
• Implement technology, automation and reporting tools to improve visibility and operational performance.

Team Leadership

• Recruit, build and develop a high-performing Distribution Sales and Operations team.
• Coach, mentor and develop future leaders within the department.
• Establish clear KPIs and accountability across all direct reports.
• Foster a culture of ownership, customer focus and continuous improvement.
• Conduct regular business reviews, pipeline meetings and operational performance reviews.

Financial Management

• Prepare annual budgets and monthly forecasts.
• Monitor revenue, gross profit, margins and operating costs.
• Ensure healthy debtor management and timely collections.
• Identify opportunities to improve profitability through operational efficiencies and value-added services.
• Deliver monthly business performance reports and strategic recommendations to Management.

Customer Experience

• Develop long-term strategic relationships with key customers.
• Ensure high customer retention through exceptional service delivery.
• Conduct regular customer business reviews.
• Resolve major customer escalations promptly and professionally.
• Identify opportunities to expand existing customer accounts.

Compliance & Governance

• Ensure compliance with company policies, HSE standards and regulatory requirements.
• Maintain adherence to contractual obligations and service level agreements.
• Promote continuous improvement and best practices across the Distribution business.

Required Knowledge, Skills & Competencies

• Strong commercial acumen with proven ability to build profitable business units.
• Extensive knowledge of distribution, warehousing, transportation and contract logistics.
• Strong understanding of supply chain operations and customer requirements.
• Excellent negotiation and relationship management skills.
• Ability to develop business strategies and execute them successfully.
• Strong financial and analytical capabilities.
• Proven leadership and people management skills.
• Strong presentation and communication abilities.
• Ability to manage multiple projects simultaneously.
• Results-oriented with a strong entrepreneurial mindset.
• High level of ownership, accountability and commercial thinking.

Education & Experience

• Bachelor's Degree in Supply Chain Management, Logistics, Business Administration or related discipline.
• MBA or equivalent postgraduate qualification is preferred.
• Minimum 12-15 years of experience in Distribution, Contract Logistics or Supply Chain Management.
• Minimum 7 years in a senior leadership position.
• Demonstrated experience in building or significantly expanding a Distribution or Contract Logistics business.
• Proven track record in acquiring major distribution contracts.
• Experience managing P&L, commercial strategy and operational delivery.
• Strong network within the UAE logistics and distribution market will be an added advantage.