Position: Chief Commercial Officer
Reporting to: Chief Executive Officer
Industry: Plastic Packaging (B2B, FMCG-Focused)
Role Overview
The Chief Commercial Officer (CCO) will be responsible for driving revenue growth, profitability, and customer strategy across the packaging business. The mandate is clear: deliver sustainable, profitable growth, strengthen strategic customer partnerships, and build a best-in-class commercial organization that is fully aligned with manufacturing and operational capabilities.
This is a critical executive leadership position with full accountability for commercial performance, including revenue, margins, pricing strategy, and customer engagement. The CCO will work closely with plant leadership, finance, supply chain, and regional stakeholders to ensure commercial objectives are achieved while maintaining operational excellence.
Key Success Measures
- Achieve consistent revenue growth while improving profitability and margins.
- Build and maintain long-term, strategic relationships with key FMCG, food, dairy, and pharmaceutical customers.
- Establish robust pricing governance, forecasting accuracy, and pipeline management disciplines.
- Develop a high-performing, accountable, and customer-focused commercial team.
- Ensure strong alignment between customer commitments and manufacturing execution.
Key Responsibilities
Commercial Strategy & Business Growth
- Define and execute the commercial growth strategy for the UAE packaging business.
- Identify target growth segments, strategic accounts, and portfolio expansion opportunities.
- Develop long-term customer partnerships that drive sustainable business growth.
- Monitor market trends, competitive activity, and customer requirements to identify new revenue opportunities.
Sales Leadership & Strategic Account Management
- Lead, mentor, and develop the national sales and commercial organization.
- Personally manage and sponsor relationships with the business's most strategic customers.
- Drive complex commercial negotiations, long-term agreements, and pricing frameworks.
- Own sales planning, forecasting accuracy, pipeline management, and overall commercial performance.
Pricing, Profitability & Commercial Excellence
- Lead pricing strategy, margin management, and commercial governance.
- Partner closely with Finance and Operations to optimize product mix, costing structures, and profitability.
- Ensure all commercial decisions are informed by data, market intelligence, and financial returns.
- Drive disciplined commercial processes that support sustainable margin improvement.
Cross-Functional Collaboration & Execution
- Work closely with Operations, Supply Chain, Planning, Quality, and New Product Development teams.
- Ensure customer commitments are aligned with production capacity, operational capabilities, and cost structures.
- Serve as the primary commercial interface between customers and manufacturing operations.
- Support the successful launch of new products and customer-specific solutions.
Leadership & Organizational Development
- Build, coach, and retain a high-calibre commercial leadership team.
- Foster a culture of accountability, collaboration, performance, and customer centricity.
- Implement clear KPIs, performance management processes, and succession planning initiatives.
- Champion continuous improvement across all commercial functions.
Candidate Profile
Experience
- 15+ years of commercial leadership experience within plastic packaging, rigid packaging, plastics manufacturing, or FMCG packaging environments.
- Demonstrated success leading large sales organizations and managing strategic key accounts.
- Strong experience working closely with manufacturing and operational teams.
- Proven track record of delivering profitable growth in highly competitive B2B markets.
Core Capabilities
- Exceptional commercial acumen and negotiation skills.
- Deep understanding of pricing strategies, margin management, and cost structures.
- Strategic thinker with the ability to translate strategy into actionable results.
- Strong analytical and data-driven decision-making capabilities.
- Comfortable influencing stakeholders from boardroom level through to plant operations.
Leadership Style
- Results-oriented, accountable, and commercially driven.
- Customer-focused with a strong operational mindset.
- Able to challenge constructively, align stakeholders, and drive execution across functions.
- Hands-on leader who can balance strategic direction with day-to-day commercial leadership.
Education
- Bachelor's degree in Business, Engineering, or a related discipline.
- MBA or equivalent postgraduate qualification preferred but not essential.
