Head of Commercial - Logistics | Supply Chain | FF | Warehousing

Our client is a well-established logistics and transportation services provider in Saudi Arabia, offering a comprehensive portfolio of supply chain solutions across transportation, distribution, freight forwarding, port services and warehousing.

As part of its strategic transformation towards becoming an integrated supply chain solutions provider, the organisation is seeking an accomplished Head of Commercial - New Business, Key Accounts & Retention to lead its commercial growth strategy, expand market presence and strengthen customer relationships across Saudi Arabia and the wider GCC.

The successful candidate will be a commercially astute leader with an established track record in business development, strategic account management, sales leadership and profitable revenue growth. This role requires a results-driven professional capable of developing high-performing commercial teams, entering new markets and building sustainable business opportunities while maintaining strong pricing discipline and customer profitability.

🔹 Key Responsibilities

Commercial Strategy & Business Development

• Develop and execute comprehensive commercial strategies aligned with organisational growth objectives.
• Drive profitable revenue growth across transportation, distribution, forwarding, warehousing and logistics services.
• Identify and develop new markets, customer segments and strategic business opportunities.
• Lead major tender submissions, commercial proposals and negotiations with corporate customers.
• Develop integrated supply chain solutions tailored to customer and industry requirements.
• Establish strategic partnerships and strengthen market positioning across Saudi Arabia and GCC.

Key Account Management & Customer Retention

• Develop and manage relationships with major corporate customers and strategic accounts.
• Establish structured account management plans to strengthen retention and customer profitability.
• Conduct regular business reviews to identify opportunities for additional service offerings.
• Drive customer acquisition while maintaining service excellence and long-term commercial relationships.

Pricing, Profitability & Commercial Governance

• Oversee commercial pricing strategies, rate structures and customer profitability frameworks.
• Monitor gross margins across customers, service lines and transportation lanes.
• Identify underperforming contracts and implement appropriate commercial improvement or repricing strategies.
• Ensure effective opportunity qualification, contract governance and CRM pipeline management.
• Collaborate with Finance on payment terms, credit exposure and overdue receivables.

Sales Leadership & Operational Collaboration

• Build, lead and develop a high-performing sales and business development team.
• Establish sales targets, performance indicators, incentive structures and accountability frameworks.
• Partner with Operations, Freight Forwarding and Warehousing teams to ensure seamless service delivery.
• Lead commercial reporting, sales forecasting, pipeline reviews and performance assessments.
• Monitor market trends, competitor activities and customer requirements to identify growth opportunities.
• Strengthen marketing initiatives and brand positioning within the integrated logistics marketplace.

🔹 Qualifications & Experience

• Bachelor's degree in Business Administration, Logistics, Supply Chain Management or related discipline; MBA preferred.
• 12–15 years of commercial experience within logistics, transportation or supply chain services.
• Minimum 5 years of demonstrated experience leading sales and business development teams.
• Proven success in acquiring major corporate customers and expanding into new markets.
• Strong understanding of transportation, distribution, freight forwarding, warehousing and integrated logistics solutions.
• Established professional network with major corporate shippers and decision-makers across Saudi Arabia and GCC.
• Demonstrated expertise in pricing strategies, commercial negotiations, tender management and profitability optimisation.
• Strong financial and commercial acumen, with experience managing gross margins and customer profitability.
• Experience establishing sales structures, incentive programmes, performance targets and commercial governance processes.
• Proficiency in CRM platforms, preferably Odoo, alongside SAP, Microsoft Excel and commercial analytics.
• Excellent leadership, stakeholder engagement, negotiation, presentation and communication capabilities.
• Entrepreneurial mindset with a demonstrated ability to build commercial teams and accelerate business growth.
• Strong understanding of the Saudi Arabian logistics market and regional commercial practices.
• Fluency in English and Arabic is preferred.
• Willingness to undertake regular customer visits across Saudi Arabia and travel throughout the GCC.