Head of Sales / Commercial Director
Description
Our client is an international agro-industrial & biotech group specializing in premium olive oil production and science-based health & wellness products. With proprietary olive plantations and modern processing capabilities, the company is launching a Life Science Hub in Dubai — a global innovation and commercialization platform for nutraceuticals, dietary supplements, and functional health formulations.
The Head of Sales will play a critical role in accelerating regional expansion, building distribution ecosystems, and driving revenue growth across multiple markets.
Role Overview
The Head of Sales / Commercial Director is responsible for shaping and executing the commercial strategy across the Middle East, CIS, and Southeast Asia. This includes building distributor networks, pharmacy and retail partnerships, e-commerce channels, and leading sales execution to achieve ambitious growth targets.
Key Responsibilities
1. Commercial Strategy & Market Expansion
Define and execute commercial go-to-market strategies across UAE, KSA, GCC, CIS, and Indonesia.
Segment channels (pharmacy, retail, modern trade, e-commerce) with tailored sales approaches and pricing strategies.
Lead annual and quarterly sales planning, forecasting, and prioritization.
2. Channel Leadership & Partnerships
Build and grow distribution networks, engaging regional partners, wholesalers, and channel owners.
Establish strong relationships with pharmacies, health stores, retail chains, and wellness outlets.
Lead key account negotiations, contracts, incentives, and channel terms.
3. E-Commerce & Omni-Channel Sales
Lead online distribution strategies, including marketplace partnerships and direct-to-consumer platforms.
Coordinate digital sales with marketing for demand generation and conversion optimization.
Track and optimize online performance metrics (AOV, CAC, retention).
4. Team Leadership
Build and manage a commercial team (sales leaders, account managers, channel specialists).
Establish performance metrics, sales incentives, and professional development plans.
Coach the team to ensure consistent execution and strong pipeline management.
5. Cross-Functional Coordination
Partner with supply chain, production, and regulatory teams to ensure product availability, timely launches, and compliance.
Align sales forecasts with production planning and logistics.
Provide channel insights to inform product positioning and pipeline planning.
6. Performance & Reporting
Own regional sales targets, revenue performance, and market KPIs.
Analyze sales data, market trends, and competitor activities for strategic decision-making.
Present commercial insights and quarterly performance reports to the CEO and executive team
Requirements
Experience & Functional Fit
3–5+ years of commercial leadership in nutraceuticals, dietary supplements, wellness FMCG, vitamins, or pharma.
Strong track record in UAE / KSA / GCC markets; experience in CIS and Indonesia is advantageous.
Demonstrated success in launching new health products, building distributor networks, and scaling retail/pharmacy channels.
Experience in modern trade, pharmacy chains, nutrition stores, and e-commerce sales.
Skills & Capabilities
Excellent negotiation, commercial strategy, and deal closing skills.
Proven ability to lead multi-channel sales execution.
Strong analytical mindset with experience in sales planning, forecasting, and performance metrics.
Skilled in team leadership with experience building and motivating commercial teams.
Fluent English