Head of Commercial - Middle East

Job Purpose

• Lead Middle East/West Asia in-market performance, driving a penetration-led expansion model across approximately 14 markets.​


• Drive a structural upgrade of the region’s growth model through RTM excellence, distribution expansion across channels, and portfolio optimization ​


• Deliver accelerated and profitable growth while building scalable business models & long-term capabilities across the region, contributing to significant volume & Net Sales expansion

Core Responsibilities

Business Ownership & Growth Delivery​

• Own commercial performance across Middle East/West Asia​


• Drive Net Sales, Volume growth, profitability, and market share expansion across the market

Transformation & Growth Model Upgrade​

• Lead RTM transformation and distribution expansion across the channels and region ​


• Drive portfolio optimization across markets

Trade Marketing and In-Store Execution​

• Lead Trade Marketing initiatives to strengthen Easy to buy x Easy to choose x Easy to remember equation​


• Ensure effective deployment of trade investments to support growth acceleration

Distributor Management and Partnership​

• Ensure distributor alignment on growth priorities, execution standards and business objectives​


• Ensure performance continuity and growth in the region, conduct regular performance reviews and support to optimize their performance​

Organizational Leadership & Capability Building​

• Build sustainable commercial and trade marketing capabilities and governance in the region


• Foster a collaborative and result-oriented work environment, encouraging teamwork and innovation​

Key Performance Indicators:

• Net Sales


• Profitability


• Market Share


• Forecast Accuracy


• RTM Transformation


• Penetration


• Portfolio Optimization


• Growth in priority markets


• Distributor Performance


• Capability Development

Qualifications:

• 15+ years of experience in FMCG Sales and business development


• Multichannel experience in MT, GT & Distributor management in Levant & GCC markets


• Experienced in managing a team and building their capabilities


• Experienced in hiring / change in distributor management & Joint Business Planning


• Strong functional knowledge of support functions such as finance, marketing, supply chain & planning


• Flexible to travel for business meetings/market visits


• Language: English & Arabic are desirable

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BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.