Head Of Commercial - MEA Region

Head of Commercial, MEA

Location: United Arab Emirates

The Opportunity

A global medical aesthetics business is appointing a Head of Commercial for the Middle East and Africa. The role owns the region's commercial strategy and P&L, its distributor network and its commercial organisation, with the autonomy to shape each. The Gulf aesthetics market is growing quickly, led by Saudi Arabia, and the business intends to grow with it.

The Role

The role reports to the VP EMEA, is based in the region, and leads the MEA commercial organisation, including direct and indirect sales teams and the regional distributor relationships.

• Own the MEA commercial strategy and P&L, with accountability for revenue, profitability and market share.
• Lead a distributor-led commercial model, with Saudi Arabia and the UAE as the two key markets.
• Negotiate distributor terms, targets, pricing and marketing investment, and hold partners to agreed targets.
• Develop market-entry plans for new territories and lead new product launches across the region.
• Set the structure of the commercial organisation and develop local leadership and succession.
• Set business plans, forecasts and budgets, and review performance against them.
• Work with Marketing, Regulatory, Medical Affairs, Finance, Supply Chain and Quality on launches and market development.
• Build and maintain direct relationships with clinics, physicians, aesthetic practitioners and opinion leaders across the region.
  
  

• A proven senior commercial leader: Commercial Director, General Manager, Regional Commercial Director, Country Manager or equivalent. Scope matters more than title.
• Commercial experience in medical aesthetics or a closely related category sold to clinics and healthcare professionals.
• Full P&L ownership, including pricing, forecasting and budget responsibility.
• Substantial distributor-model experience: negotiating, managing and improving distributor performance.
• Strong current knowledge of the Saudi and Gulf markets, their customers and their distributor networks.
• Experience of building or restructuring a commercial organisation and improving its results.
• A hands-on operating style, personally close to customers, markets and negotiations.
• Comfortable working with a high degree of autonomy in a business that moves quickly.