Director - Commercial

JOB DESCRIPTION

This role provides strategic oversight and leadership in commercial governance, client negotiations, procurement strategy, vendor partnerships, and contract management to ensure alignment with Khazna’s business goals and financial targets.
The role will partner closely with the C-suite to ensure that Khazna’s commercial models, contracts, and pricing frameworks enable sustainable growth and operational excellence across regional and international markets. 

RESPONSIBILITIES

Strategic Contribution 

Lead the development and execution of the Commercial strategy, ensuring alignment with Khazna’s corporate vision, mission, and long-term business objectives. 

Define commercial models, pricing frameworks, and partnership structures that maximize profitability and competitiveness. 

Provide commercial insight to the leadership team to support investment decisions, bid strategies, and new market entries. 

Champion commercial excellence, ensuring all projects, proposals, and contracts support financial sustainability and risk mitigation. 

Leadership 

Lead, mentor, and develop the commercial, contracts, and procurement teams to ensure high performance and capability building. 

Foster a performance-driven, collaborative, and innovative culture across the Commercial function. 

Drive succession and talent development initiatives to ensure business continuity and professional growth. 

Commercial & Contract Management 

Lead and manage all commercial aspects of projects, whilst supporting the technical project management teams to deliver within budget and requirements.  

Provide commercial and contractual leadership across a portfolio of large-scale data centre and infrastructure projects valued between AED 100m–2bn. 

Lead contract negotiation and administration from inception to completion, ensuring optimized cost, risk, and compliance. 

Oversee robust procurement and tendering processes that ensure transparency, competitiveness, and strategic supplier engagement. 

Manage budget preparation, cost forecasting, and change control processes, ensuring financial accuracy and accountability. 

Monitor all commercial deliverables, payments, variations, and claims to ensure timely resolution and fiscal discipline. 

Drive the implementation of commercial systems, policies, and controls to enhance project performance and profitability. 

Ensure contract compliance, risk mitigation, and effective dispute resolution strategies in collaboration with legal and project teams. 

Oversee vendor relationship management and performance evaluation to ensure consistent delivery and innovation from the supply chain. 

Budgeting and Financial Performance 

Develop and manage the Commercial department budget; monitor performance against financial targets. 

Lead profitability improvement initiatives across projects, identifying cost reduction and efficiency opportunities. 

Provide regular reporting and commercial intelligence to the executive team for decision-making. 

Revenue and Business Growth 

Partner with Sales, Strategy, and Operations to design and manage commercial models for new ventures, partnerships, and JVs. 

Lead bid reviews, tender evaluations, and pricing submissions for major clients and strategic projects. 

Oversee revenue forecasting, margin analysis, and commercial reporting to drive financial visibility and decision-making. 

Support business development efforts by providing commercial leadership in deal structuring, negotiations, and client engagement. 

Identify opportunities to enhance revenue streams through service differentiation, strategic alliances, and value engineering. 

Policies, Systems, Processes & Procedures 

Establish and maintain commercial governance frameworks, policies, and systems to ensure compliance and operational consistency. 

Drive continuous improvement of commercial processes and practices in line with global standards and changing market dynamics. 

Change Management 

Lead the management of change through continuous improvement of department systems, processes and practices taking into account global standards and changes in the business environment which demand proactive action plans.  

Reporting 

Ensure that all department reports are prepared timely and accurately and meet Khazna requirements, policies, and quality standards.   

QUALIFICATIONS

Minimum Qualifications: 

Relevant bachelor’s degree or equivalent  

Relevant professional qualification or chartered status 

Minimum Experience:

15+ years of relevant experience in commercial management, contract administration, or business development within the data centre, infrastructure, or construction industries. 

Proven experience leading large-scale commercial programs and managing P&L accountability. 

Job-Specific Skills (Generic / Technical): 

Strong commercial and contractual acumen 

Deep understanding of cost control, procurement, and vendor management 

Excellent negotiation and stakeholder management skills 

Experience in pricing, bids, and commercial governance for complex projects 

Financial and analytical skills with strategic decision-making ability 

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