Head of Department : Commercial

HOD COMMERCIAL (Dubai, UAE) Reports to: COO Function: Commercial Role Focus: Revenue, Sales Performance, Retail Operations & Commercial Leadership Position Purpose The Head of Commercial will own the organization's commercial engine, translating market demand into profitable and sustainable revenue growth through disciplined sales leadership, high-performing retail operations, strong pipeline management, and a consistent customer-facing commercial experience. The role will lead the commercial organization across branches and showrooms, establish a consistent sales operating model, drive sales productivity and conversion, and ensure accurate forecasting and accountability against revenue targets. The HOD Commercial will work closely with Marketing, Product Design & Engineering, Customer Fulfillment, and Business Excellence to ensure that commercial priorities translate into strong customer experiences and seamless execution from lead generation through confirmed order handover. Core Accountabilities 1. Revenue & Commercial Performance Own overall revenue and sales performance against agreed business targets. Drive key commercial metrics including sales conversion, average ticket/order value, pipeline health, sales productivity and revenue growth . Identify opportunities to improve revenue, margins, conversion and commercial effectiveness. Establish clear commercial targets and performance expectations across branches and sales teams. Monitor performance closely and take timely corrective action where targets are at risk. 2. Sales Leadership Lead and develop Area Managers, Branch Managers and showroom/retail sales teams . Establish a high-performance sales culture built around accountability, coaching and continuous improvement. Set clear individual and team objectives and ensure consistent performance management. Build sales capability through recruitment, training, coaching and development. Identify high-potential talent and strengthen the commercial leadership pipeline. 3. Sales Operating Model Establish a consistent sales operating model across all branches and showrooms. Standardize and improve processes covering: Lead ownership and allocation Customer follow-up Lead qualification Quotation management Conversion tracking Sales pipeline management Order confirmation and handover Ensure disciplined execution of the sales process across locations. Identify bottlenecks and implement improvements to increase sales productivity and conversion. 4. Retail & Showroom Operations Ensure all showrooms operate against agreed commercial, service and brand standards . Drive consistent customer-facing execution across branches. Monitor branch-level performance and identify opportunities for improvement. Ensure showroom teams deliver a professional, credible and consistent sales experience. Establish appropriate operating rhythms and performance reviews across the retail network. 5. Forecasting & Pipeline Management Build a strong culture of forecasting accuracy and pipeline discipline. Provide leadership with reliable visibility of: Sales pipeline Expected revenue Conversion outlook Risks and opportunities Branch-level performance Establish regular commercial reviews to identify gaps early and take corrective action. Ensure sales forecasts are grounded in pipeline quality, historical performance and market conditions. 6. Customer & Commercial Experience Ensure customers receive a disciplined, transparent and credible sales experience. Use customer experience insights to identify commercial improvements. Work with relevant functions to resolve recurring customer or sales-process issues. Ensure confirmed orders are complete, accurate and commercially ready for downstream fulfillment. 7. Cross-Functional Collaboration Marketing & Branding Partner with Marketing & Branding on lead generation, campaign effectiveness, product launches and demand generation. Provide commercial feedback on lead quality and campaign conversion. Product Design & Engineering Partner with Product Design & Engineering to ensure sales teams have the product knowledge and tools required to accurately sell and configure solutions. Ensure product and design information is communicated accurately to customers. Customer Fulfillment Own the quality and completeness of the commercial-to-fulfillment handover. Ensure confirmed orders contain accurate specifications, commercial information and customer requirements. Business Excellence Use business performance and customer experience insights to improve commercial execution. Retain clear accountability for sales performance and corrective action within the Commercial function. Leadership & Stakeholder Management Act as the senior commercial leader and key business partner to the COO. Present commercial performance, forecasts, risks and opportunities to senior leadership. Build strong relationships across Marketing, Product, Design, Engineering, Fulfillment and Business Excellence. Drive alignment across functions while maintaining clear ownership and accountability within Commercial. Success Measures Success in the role will be demonstrated through: Consistent achievement of revenue and sales targets . Improved sales conversion and average ticket/order value. Strong pipeline quality and forecasting accuracy. Consistent commercial performance across branches and showrooms. Higher sales productivity and capability across the commercial organization. A disciplined and standardized sales operating model across locations. Consistent customer-facing commercial and service standards. Accurate and complete handover of confirmed orders into fulfillment. Strong commercial accountability and a performance-driven culture. Role Boundary Commercial owns selling and retail execution. The HOD Commercial is accountable for sales performance, revenue delivery, pipeline health, conversion, sales productivity and the quality of the commercial customer experience. Weak sales performance should not be transferred to Marketing, Customer Experience, Business Performance or downstream functions. The Commercial function remains accountable for identifying the root causes and driving corrective action within its area of responsibility. Desired Candidate Profile 12+ years of experience in Commercial, Sales, Retail, Business Development or General Management , with significant ownership of revenue and commercial performance. Proven experience leading multi-branch, multi-location or showroom-based sales organizations . Strong track record of delivering revenue growth and improving sales conversion and productivity. Experience managing Area Managers, Branch Managers, Sales Managers or comparable commercial leadership teams. Strong understanding of sales pipeline management, forecasting, lead management, quotation processes and conversion. Experience establishing standardized sales processes and operating models across multiple locations. Strong commercial acumen with an understanding of revenue, profitability, pricing and customer economics. Experience in a customer-facing, retail, interiors, furniture, home improvement, building materials, manufacturing, or design-led/project-based business would be highly relevant. Strong customer-centric approach with an understanding of the complete journey from lead generation through sales and order fulfillment. Proven ability to influence and collaborate with senior cross-functional stakeholders. Strong leadership, coaching, performance management and team-building capabilities. Highly data-driven, with the ability to use commercial KPIs and performance insights to drive decisions. Strong communication, negotiation and stakeholder management skills.