Commercial Director - Manufacturing

Albawani is one of the leading construction and contracting companies in Saudi Arabia. Established in 1991, the company has grown from a small civil works contractor into a major diversified group with operations across construction, infrastructure, engineering, water and power, and industrial services. Headquartered in Riyadh, Albawani is recognized for delivering large-scale commercial, healthcare, educational, and government projects throughout the Kingdom.

Albawani is known for its strong commitment to quality, safety, and innovation, holding several international ISO certifications and a Class-1 contractor ranking in Saudi Arabia.

Job Title: Commercial Director

Department: Commercial

Role Purpose:

The Commercial Director is responsible for leading, developing, and executing Zuha Company’s (a Subsidiary of Albawani) overall commercial strategy to drive sustainable revenue growth, profitability, and market expansion. In a semi‑startup environment, the role combines strategic leadership with hands‑on execution to build scalable commercial systems, strengthen market positioning, and secure high-value projects across Wood, Metal, and Modular & Pods business lines.

The Commercial Director oversees sales, business development, prequalification, contracts, claims, and performance management functions, ensuring commercial commitments align with operational capacity, financial objectives, and risk management standards. The role plays a critical part in establishing structured commercial governance, enhancing client relationships, and positioning Zuha Company as a competitive and reliable industry player.

Key Duties & Responsibilities:

• Develop and lead execution of a scalable commercial strategy aligned with company growth stage and manufacturing capacity.
• Define multi-year revenue roadmap across Wood, Metal, and Modular & Pods factories.
• Establish structured pricing frameworks (cost-plus, target margin, market-based pricing).
• Develop structured annual operating plan (AOP) for commercial function.
• Build commercial policies, approval matrices, and delegation of authority.
• Design margin protection strategy and discount control mechanisms.
• Identify high-value strategic accounts and assign account ownership models.
• Lead quarterly commercial strategy reviews with executive leadership.
• Monitor backlog quality, revenue predictability, and pipeline health ratios.
• Balance aggressive growth with cash-flow sustainability.
• Personally lead closure of strategic and high-value deals.
• Develop structured sales pipeline management system with stage-gate controls.
• Establish CRM implementation and reporting standards.
• Build key account management framework.
• Define sales KPIs (order intake, hit rate, margin per project, DSO impact).
• Develop structured sales forecasting model integrated with production planning.
• Approve commercial proposals, special pricing, and risk-based pricing adjustments.
• Lead client negotiation strategy including payment terms and milestone structures.
• Build export channel strategy including distributors and regional agents.
• Develop after-sales and relationship continuity plans.
• Conduct monthly sales performance review meetings.
• Coach sales managers on solution-selling and value-based selling techniques.

Job Requirements:

• Bachelor’s Degree in Business Administration, Engineering, Finance, Economics, or related field (mandatory).
• MBA or Master’s Degree in Business, Finance, or Strategic Management (preferred).
• Minimum 20 years of progressive experience in commercial management, sales leadership, or business development within manufacturing, construction, or industrial sectors.
• Minimum 7–10 years in a senior leadership role with revenue accountability.
• Proven track record in managing multi-million project portfolios.
• Experience in contract negotiation, claims management, and commercial risk mitigation.
• Demonstrated success in building and scaling commercial teams in a growing organization.
• Experience in export sales and international market development (preferred).
• Strong exposure to tendering, prequalification, and project-based bidding processes.
• Experience working within semi-structured or growth-stage organizations is an advantage