Requirements
The ideal candidate will have 12-18 years of B2B commercial experience in manufacturing, with a strong preference for rigid plastic packaging/plastics/FMCG packaging. Proven track record of managing large key accounts and sales teams, with direct experience working with manufacturing plants is essential. Key capabilities include strong commercial judgment, negotiation skills, a deep understanding of pricing and margins, and strategic thinking with hands-on execution.
Description
Role Mandate:The Chief of Commercial will own the growth, profitability, and customer strategy for client UAE's rigid packaging business. The mandate is clear: drive profitable growth, deepen key customer relationships, and build a world-class commercial organization tightly aligned with manufacturing execution.This is a senior leadership role with full accountability for revenue, margins, pricing discipline, and commercial strategy, working closely with the Seremban plant leadership and regional stakeholders.Core Outcomes:Consistent top-line growth with margin improvementStrong, sticky relationships with key FMCG / food / dairy customersDisciplined pricing, forecasting, and pipeline managementA high-performing, accountable sales and commercial teamTight alignment between commercial commitments and plant executionKey Responsibilities:Commercial Strategy & GrowthDefine and execute the commercial strategy for rigid packaging in UAEIdentify growth segments, key accounts, and portfolio opportunitiesDrive long-term customer partnerships rather than transactional salesSales Leadership & Key AccountsLead and develop the national sales organizationPersonally manage and anchor strategic / top-tier customersLead complex negotiations, long-term contracts, and pricing frameworksOwn sales planning, forecasting accuracy, and pipeline disciplinePricing, Margins & ProfitabilityFull ownership of pricing strategy, contribution margins, and discount governanceWork closely with Finance and Operations on costing, mix improvement, and profitabilityEnsure commercial decisions are data-driven and margin-focusedCross-Functional ExecutionPartner closely with Operations, Supply Chain, Planning, Quality, and NPD teams in Sharjah FactoryEnsure sales commitments are executable and aligned with capacity and cost structuresAct as the single point of accountability between customers and the plantLeadership & Team BuildingBuild, coach, and retain a strong commercial leadership benchDrive a culture of accountability, performance, and customer obsessionEstablish clear KPIs, cadence reviews, and succession plansDesired candidate:Experience12–18 years of B2B commercial experience in manufacturingStrong preference for rigid plastic packaging / plastics / FMCG packagingProven track record of managing large key accounts and sales teamsDirect experience working with manufacturing plants (not pure trading)CapabilitiesStrong commercial judgment and negotiation skillsDeep understanding of pricing, margins, and cost structuresStrategic thinker with hands-on execution capabilityComfortable operating at board / CEO level and on the shop-floorLeadership StyleDirect, data-driven, and accountableCustomer-centric but operationally groundedAble to challenge, align, and execute across functionsEducationBachelor's degree in Business, Engineering, or related fieldMBA or equivalent preferred but not mandatory