The posting
Reporting to: Founder / CEO / Creative Director
Location: Dubai, UAE
Salary budget: up to AED 20,000 (depending on experience)
About the Company
Our client is a Dubai-based luxury scent company with spirituality, sustainability and giving back at the heart of its brand. Founded and run by women, the company creates signature scent collections from its Dubai atelier, with a flagship presence at Dubai Mall alongside other retail locations, partner outlets, kiosks, pop-ups and private-client services.
As the business continues to grow, they are looking for a commercially strong and hands-on Commercial Head to take overall ownership of revenue, sales performance and commercial growth across the business.
Role Overview
The Commercial Head will be the senior commercial owner across every revenue channel in the business, bringing together Retail, Retail Partnerships, B2B/Corporate Gifting, Concierge & Private Clients and E-commerce under one commercial strategy.
This is not a specialist channel role. We are looking for someone with the breadth to understand how each channel works commercially, identify opportunities and gaps, challenge performance, and ensure that all channels are working together towards the same revenue objectives.
The Commercial Head will lead and manage the commercial functions through their respective specialists, setting clear targets, KPIs and accountability while working closely with the Founder/CEO/Creative Director and Marketing/Growth team.
The successful candidate will be hands-on, highly commercial and entrepreneurial, with the ability to move between strategy and execution, build opportunities, develop partnerships, drive teams and take ownership of the overall commercial outcome.
Commercial Ownership
- Own overall revenue performance and commercial growth across all business channels.
- Develop and implement the overall commercial strategy across Retail, Retail Partnerships, B2B/Corporate Gifting, Concierge & Private Clients and E-commerce.
- Set revenue targets, channel objectives and KPIs and ensure teams are accountable for delivering them.
- Look at the business as one commercial operation rather than as separate sales channels.
- Identify revenue gaps, growth opportunities and areas for improvement across each channel.
- Monitor channel performance, profitability, conversion, average transaction value, customer value and other relevant commercial metrics.
- Develop initiatives to increase revenue, repeat business, customer lifetime value and overall commercial performance.
- Provide the Founder/CEO with clear commercial reporting, forecasts, insights and recommendations.
Leadership Across Revenue Channels
The Commercial Head will oversee the following functions and their respective specialists:
Retail
- Retail Supervisor responsible for own stores, kiosks, pop-ups and day-to-day retail performance.
- Set retail targets and KPIs and monitor sales, conversion, productivity and customer experience.
- Identify opportunities to improve store performance and revenue.
Retail Partnerships
- Lead the development and growth of external retail partnerships.
- Identify and evaluate potential retail partners and commercial opportunities.
- Build and maintain senior relationships with key partners.
- Monitor partner performance and identify opportunities to increase revenue and distribution.
B2B / Corporate Gifting
- Drive corporate sales and gifting revenue across new and existing accounts.
- Oversee pipeline development, business development, proposals, negotiations and account growth.
- Identify opportunities across corporates, hotels, agencies, events and other relevant segments.
- Ensure the B2B function is actively building new business rather than relying only on existing accounts.
Concierge & Private Clients
- Oversee the commercial performance of the private-client and concierge business.
- Ensure high-value clients receive a premium experience while maximising revenue and repeat business.
- Develop opportunities to grow the VIP/private-client base and customer lifetime value.
E-commerce
- Oversee the E-commerce Lead and online revenue performance.
- Understand key e-commerce commercial levers including traffic, conversion, average order value, repeat purchases, merchandising and customer acquisition/retention.
- Work with the E-commerce Lead and Marketing/Growth team to identify opportunities for online revenue growth.
Business Development & Commercial Growth
- Identify and develop new revenue streams, commercial partnerships and market opportunities.
- Build relationships with potential retail partners, corporate clients, luxury businesses, hospitality groups and other strategic partners.
- Develop opportunities for new locations, retail concepts, partnerships, collaborations and distribution.
- Lead commercial negotiations and ensure opportunities are commercially viable.
- Continuously assess market trends, customer behaviour and competitor activity to identify new growth opportunities.
- Look beyond existing channels and proactively identify where the brand can generate additional revenue.
Pipeline, Forecasting & Performance
- Own the overall commercial pipeline and forecasting process.
- Establish clear dashboards and reporting across all revenue channels.
- Review channel performance regularly and challenge teams where targets or expectations are not being met.
- Identify gaps against monthly, quarterly and annual targets and implement corrective actions.
- Ensure commercial opportunities are followed through from lead generation to conversion and realised revenue.
- Use data and commercial insights to support decision-making and resource allocation.
Team Leadership & Accountability
- Lead and manage the commercial team through the relevant channel specialists.
- Set clear objectives, KPIs and performance expectations.
- Conduct regular performance and pipeline reviews.
- Coach and challenge team members to improve commercial performance.
- Ensure each channel has clear ownership while maintaining alignment across the overall business.
- Build a culture of ownership, accountability, pace and revenue focus.
- Identify capability gaps and support the Founder in strengthening the commercial team where required.
Cross-Functional Collaboration
- Work closely with the Founder/CEO/Creative Director to translate the brand vision into commercial opportunities.
- Partner with Marketing/Growth on campaigns, launches, customer acquisition and revenue initiatives.
- Provide Marketing with commercial insights around customer behaviour, channel performance and product demand.
- Ensure all commercial teams are aligned with new product launches, campaigns, events and brand initiatives.
- Work closely with Operations and other internal stakeholders to ensure commercial commitments can be delivered effectively.
Ideal Candidate
- 8+ years of strong commercial, sales or business development experience, ideally within luxury retail, beauty, fragrance, fashion, hospitality, premium consumer or lifestyle brands.
- Proven experience owning overall revenue or commercial performance, rather than responsibility for only one sales channel.
- Experience managing multiple revenue channels, ideally including a combination of retail, B2B/wholesale, partnerships, private clients and/or e-commerce.
- Strong commercial understanding of the different levers that drive revenue, conversion, profitability, customer value and growth.
- Proven ability to lead and manage multiple teams/functions through channel specialists.
- Strong track record of building new business, partnerships and revenue opportunities.
- Highly confident with sales targets, forecasting, pipelines, KPIs and commercial reporting.
- Strong relationship builder and negotiator with the ability to engage senior external stakeholders.
- Understanding of luxury customer experience and premium brand positioning.
- Entrepreneurial, hands-on and comfortable working in a growing founder-led business.
- Strategic enough to see the bigger commercial picture, but practical enough to get involved and drive execution.
- Strong communicator with the confidence to challenge, coach and hold teams accountable.
- A broad commercial leader rather than a specialist in only retail, wholesale/B2B or e-commerce.
What We Are Looking For
The ideal person is someone who can sit at the centre of the business and ask:
What is every channel doing to grow revenue, where are we missing opportunities, and what do we need to change to perform better?
They do not need to be the technical expert in every channel. They will have specialists responsible for execution. However, they must have enough commercial depth across retail, partnerships, B2B/gifting, private clients and e-commerce to understand the numbers, challenge the teams, make decisions and ultimately be accountable for the result.
