Role Overview
The Sales Leader will be responsible for building and scaling the commercial engine of a new industrial chemicals trading and distribution business in Saudi Arabia. The role owns revenue delivery, gross margin management, key account acquisition, and commercial governance (pricing and credit discipline). The incumbent will lead a dedicated sales team, institutionalize a robust sales process—including CRM integration and forecasting—and ensure the business achieves its strategic growth targets while maintaining service reliability and risk-managed working capital.
Strategic Objectives
Execution outcomes for the growth phase:
- Market Penetration: Establish a robust base of active, repeat-ordering customers across priority industrial segments.
- Pipeline Health: Maintain a healthy pipeline-to-target ratio to ensure consistent revenue growth.
- Profitability: Achieve targeted gross margins through disciplined pricing and segment-specific strategies.
- Credit Governance: Ensure controlled credit growth with rigorous collection discipline and DSO management.
- Supply Partnerships: Secure and manage strategic relationships with global manufacturers and master distributors.
Industrial Segment Focus
Phase I (Primary Focus)
- Surface Coatings & Performance Materials: Raw materials and specialized inputs for industrial applications.
- Water Management & Process Chemicals: Consumables and project supply for industrial and service contractors.
- Construction & Infrastructure Chemicals: Specialized additives and raw materials for large-scale infrastructure.
- Mining & Mineral Processing: Selective pursuit of process chemicals and grinding media for the cement and mining industries.
Phase II (Regulatory Expansion)
- Food & Nutrition Ingredients: Development of the compliance pathway for food and animal feed-related inputs.
Key Responsibilities
Revenue Delivery & Market Penetration
- Own and deliver annual sales targets with a clear, segment-wise execution plan.
- Identify and convert a prioritized list of strategic accounts into active, long-term partners.
- Establish a repeatable sales cadence: from prospecting and technical sampling to final approval and annual agreements.
Key Account & Strategic Relationship Management
- Personally lead senior-level engagement with procurement heads, plant managers, and R&D/QC leadership.
- Map customer decision processes, bridging the gap between technical approval and commercial execution.
- Negotiate framework agreements and secure preferred supplier status with Tier-1 accounts.
Commercial Governance: Pricing & Credit Discipline
- Own the pricing strategy and execute disciplined quotation management.
- Monitor profitability by customer and segment; implement corrective actions such as mix optimization or alternate sourcing.
- Partner with finance to enforce credit limits and collection rhythms, ensuring growth is cash-responsible.
Portfolio Strategy & Principal Development
- Define and manage the portfolio across stock-and-sell (fast movers) and back-to-back import models.
- Identify and onboard new suppliers, negotiating commercial terms, territories, and technical support.
- Implement principal management discipline, including demand forecasting and Quarterly Business Reviews (QBRs).
Leadership & Capability Building
- Lead and coach the sales team, setting clear territories, activity KPIs, and performance standards.
- Drive a high-performance culture focused on activity metrics, conversion rates, and disciplined execution.
Candidate Requirements
- Experience: 5+ years in B2B sales and business development within industrial chemicals distribution/trading, specifically in Saudi Arabia or the GCC.
- Track Record: Proven success in door opening at strategic accounts and managing the technical selling cycle (trials/approvals).
- Leadership: Experience managing direct reports and building sales team capabilities.
- Commercial Acumen: Strong competence in pricing, contract negotiation, and credit-aware selling.
- Technical Knowledge: Familiarity with industry-standard documentation (SDS, COA) and chemical storage/logistics constraints.
- Education: Bachelor's degree in Chemistry, Chemical Engineering, or Business.
- Languages: Fluency in English is required; Arabic is strongly preferred.
Key Performance Indicators (KPIs)
- Revenue & Profitability: Revenue vs. plan and contribution margin by segment.
- Conversion Metrics: Quote-to-order and trial-to-approval conversion rates.
- Pipeline Management: Pipeline value, stage conversion, and forecast accuracy.
- Financial Health: DSO, overdue percentages, and collection effectiveness.
- Supply Chain: Number of quality supply relationships onboarded and product line launch success.
Ideal Candidate Profile
A KSA-based industrial commercial leader who has successfully built revenue streams from the ground up. You are a player-coach—capable of opening doors with senior stakeholders while maintaining the discipline required for pricing, collections, and CRM rigor. You are comfortable in a lean, execution-driven environment and possess the social intelligence to navigate complex technical and commercial landscapes.
