Commercial Director

Overview

We are on the lookout for a seasoned Commercial Director to spearhead the integration and performance of marketing, sales, operations, and accounts, ensuring the achievement of the company's strategic targets. This leadership position entails complete ownership of the sales lifecycle from marketing campaign launch through contracting, handover, and collections, maintaining vigilant oversight to correct any discrepancies impacting results.

Scope of Responsibilities

• Manage the entire commercial value chain—from campaign initiation to lead generation, bookings, sales conversion, collection, and final handover of units.
• Exercise cross-departmental authority spanning sales, marketing, and operations to align activities with the business plan and budget.
• Be responsible for the company's KPI scorecard utilizing Balanced Scorecard methodology, encompassing financial outcomes, customer satisfaction, internal processes, and organizational learning and growth.

Key Duties

Sales Leadership (Financial Dimension)

• Meet and exceed approved sales and revenue goals for designated periods, driving overall commercial, sales, and collections outcomes.
• Maintain the targeted profit margins via disciplined financial management, cost control, and profitability oversight aligned with business plans.
• Develop sales strategies, establish pricing policies, design incentive programs per project or sector, and delegate targets to the sales teams accordingly.
• Lead sales forecasting, review pipelines regularly, and implement corrective strategies when performance diverges from targets.

Marketing Leadership

• Guide marketing strategies including approval of campaign plans, budgets, and selection of channels across projects and sectors.
• Ensure marketing efforts are coordinated with sales capabilities and inventory status, with explicit lead-to-sale conversion goals.
• Supervise brand management, digital campaign effectiveness, and cost efficiency metrics such as cost-per-lead and cost-per-sale.
• Analyze market trends, competitor actions, and developer needs to refine commercial offers.

Customer Experience (Customers Dimension)

• Oversee complete customer satisfaction throughout the entire journey—from advertisements through to final handover—and ensure service standards meet set targets.
• Resolve customer complaints promptly within set timelines and conduct root cause analyses to prevent recurrence.
• Implement service quality standards and checkpoints at each stage of customer engagement (inquiry, viewing, booking, contracting, collection, handover).

Operations & Internal Processes (Internal Processes Dimension)

• Promote process automation in line with the annual automation roadmap, transitioning manual tasks to automated workflows.
• Address and close stalled sales and collection issues within agreed periods and manage escalation procedures for at-risk deals.
• Standardize operating procedures across sales, marketing, and collections, ensuring high-quality CRM data and disciplined reporting.
• Monitor deviations from planned results and lead appropriate corrective and preventive measures with relevant teams.

People & Capability Development (Learning & Growth Dimension)

• Minimize turnover among new hires within their first year utilizing structured onboarding, coaching, and performance management aligned with targets.
• Conduct leadership development programs for managers and embed learnings into daily operational excellence.
• Cultivate a high-achievement commercial culture defined by accountability, periodic performance assessments, and succession planning.

Governance & Reporting

• Regularly report commercial performance to executive leadership and board members against balanced scorecard targets, supported by verified data sources.
• Ensure all KPIs have formal approvals before initiation of data tracking and comply with official verification guidelines.
• Maintain strict adherence to corporate policies, regulatory standards, and developer agreements.

Qualifications and Experience

• Bachelor’s degree in Business Administration, Marketing, or related disciplines is required; an MBA is favorable.
• Between 10 and 15 years of progressive experience in real estate sales or marketing, including at least 5 years in senior commercial leadership roles.
• Demonstrable success in meeting large-scale sales targets and managing the full sales lifecycle from campaign launch to collection.
• Expertise with CRM platforms, sales automation tools, and performance management systems such as Balanced Scorecard and KPIs.
• Comprehensive understanding of the local real estate market, developer networks, and regulatory frameworks.
• Fluent communication skills in both Arabic and English.

Core Competencies

• Strong commercial insight and full profit & loss accountability.
• Disciplined strategic planning coupled with effective execution.
• Proven ability to lead cross-functional teams integrating sales, marketing, operations, and finance.
• Customer-oriented approach with effective complaint handling skills.
• Data-driven decision-making with expertise in deviation analysis and management.
• Capability in developing and retaining talent through coaching and leadership.
• Effective negotiation and stakeholder relationship management.