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