Head of commercial - tires experience

Job description

Location: Jeddah, Saudi Arabia (head office), with frequent travel across the Kingdom

Reporting to: Group COO

Direct reports: Wholesale Sales Manager; Corporate and Business Development Lead

Level: Head of Department

Key responsibilities

• Set the commercial strategy for Arabian Tires and Lana in line with ATG 2.0, and translate it into an annual plan and budget

• Lead the commercial P&L, from volume and revenue through gross profit to contribution

• Shape the portfolio: assortment, price architecture and promotions

• Build and scale the sales channels, each with its own growth plan

• Lead forecasting and planning, working closely with Procurement and Supply Chain

• Represent ATG in the market and build long term relationships with key partners

• Bring customer and competitor insight into commercial decisions

• Design and build the commercial organization, its processes and its accountability framework

• Lead, develop and grow a high performing team, owning hiring, performance and succession

Key areas of scope

Growth and market share

• Volume and revenue growth by entity, channel, region, brand and customer segment

• Market share gains nationally and in priority cities

• New customer acquisition and deeper share of wallet with existing customers

Profitability, pricing and promotions

• Gross profit and pure product profit by brand, origin, channel and customer tier

• Price architecture and positioning against the market

• Discount, rebate and bonus frameworks within budget and delegated authority

• Promotion planning, execution and return on investment

Assortment, portfolio and suppliers

• Assortment across brands, origins, sizes and price tiers, tailored by channel and region

• Portfolio development with Procurement and Category Management, including range reviews and new brand introductions

• Commercial relationships with brand principals and suppliers on terms, volume commitments, rebates and brand plans, together with Procurement

• Healthy stock turn and sell through, in partnership with Supply Chain

Sales channels and partnerships

• Wholesale: dealer and retailer network, regional coverage and customer tiering

• Corporate and Government: fleet and corporate accounts, framework agreements and tenders

• New channels: retail points of sale, B2B and B2C ecommerce and social commerce, led directly with a dedicated team built as they scale

• Partnership opportunities across wholesalers, retailers, service centers and other market players

Planning, budget and working capital

• Commercial budget ownership and delivery

• Bottom up sales forecasting, aligned with Finance and fed into procurement plans

• Selling and distribution expenses and cost to serve by channel and customer

• Receivables health (DSO, AR balance and aging) and credit policy, in partnership with Finance

Customers, CRM and after sales

• Strategic relationships with key wholesalers, fleets, corporate and government partners, with key account plans for priority customers

• CRM and customer data: a single customer view, segmentation, visit and pipeline tracking, and customer health monitoring

• Customer retention, loyalty and lifetime value

• Warranty and claims handling, service levels and supplier recoveries

Market intelligence and insights

• A structured flow of market intelligence on pricing, competition, imports and customer health

• Insight led decisions on pricing, assortment and channel strategy

• A regular market view for management and the board

Organization, people and processes

• Commercial organization design, roles and accountabilities, and decisions on hiring, moves and exits

• Sales force productivity: coverage, customer visits and revenue and profit per salesperson

• Performance management, with clear targets, regular reviews and incentives tied to results

• Commercial processes, policies and governance that make the department run consistently

• People development, coaching and succession for the next generation of commercial leaders

Skills

Required qualifications and experience

• Bachelor's degree in Business, Commerce, Engineering or a related field; MBA preferred

• 10+ years in commercial or sales leadership, with at least 5 years at head of function level

• Experience in the tire business or a closely related automotive market (aftermarket parts, lubricants, batteries, fleet services or automotive distribution) is required

• Proven ownership of assortment, pricing and multichannel revenue across wholesale and corporate

• Hands on P&L, budget and working capital ownership

• Led teams of 25+ across multiple locations

• Strong KSA market knowledge and network

• Fluent Arabic and English; willing to travel frequently across KSA

Personal attributes

• Strong commercial judgement across pricing, margin and channel economics

• Strategic thinker who enjoys execution

• Natural relationship builder with customers and partners

• Inspires and develops people; sets high standards