Title:  Director, Commercial

The Commercial Director is responsible for leading the business unit's commercial strategy and execution. This includes developing and implementing new business opportunities, managing customer relationships, and driving revenue growth.

The post holder is responsible for commercial and business development as well as commercial management of Cruise Saudi’s assets and the Destination Experiences section.

Key Responsibilities & Accountabilities

• Budget development and management
• P&L management and support
• Business analysis for the department
• Departmental cost control
• Pricing strategy development for Destination Experiences commercial activities
• Development of business and ownership models for assets and ventures of Destination Experiences
• Destination Experiences Strategy implementation and delivery management
• Pricing and commercial contract development and management
• Tracks and reports on the commercial performance of the department
• Develop and implement the Destination Experiences’ commercial and business development strategy. Design and implement strategies for business development to ensure long-term relationships are consistent and continue to grow in accordance with corporate objectives.
• Work to identify, vet, and negotiate new partnerships that help drive Destination Experiences’ profits.
• Manage and grow our B2B partnerships, evaluating new verticals to enter and preparing pitch materials to be able to engage and close new business.
• Conduct financial analysis of all current deals and prospective deals to ensure they are optimized for profitability.
• Conduct financial analysis and business model planning that helps define Destination Experiences’ products and services.
• Work closely with cross-functional teams to ensure the initial and continued success of all opportunities.
• Lead on regional and international expansion – develop and implement the plan
• Evaluate international association memberships and track Cruise Saudi’s relationship (with or via colleagues from the Team)
• Identify and evaluate  JV opportunities

Customers:

• Lead the B2B sales team in generating new business for the terminals, shorex, and assets.
• Develop a framework and process to manage customer relationships and ensure customer satisfaction.
• Develop and manage CRM of the customer base
• Identify and pursue new market opportunities
• Build and maintain relationships with key stakeholders
• Develop incentive programs suitable to attract customers and long-term relationships
• Develop customer satisfaction measures and reporting mechanism

Travel Agents

• Develop GSA partner opportunities for international customers

Real Estate Portfolio commercial management:

• Responsible for port and assets acquisitions (commercial due diligence, ROI and business case, etc)
• Determines and manages the base performance for each asset
• Real Estates revenue management
• Establish and manage retail and commercial tenants and concessionaries
• Yields management for company asset base
• Real Estate development strategy
• Develop and manage relationships with Saudi projects that have cruise component

Experience

• 10+ years of experience in a commercial leadership role

Education / Qualifications / Languages Needed

Education

• MBA or equivalent degree
• 10+ years of business development and contract negotiation experience
• Strategy and business model development background (preferred)
• Banking and management consulting background experience preferred
• Cruise, travel, tourism, or asset management experience welcomed

Languages Needed

• Bilingual in Arabic and English is essential

Skills/Competencies

Core Skills/Competencies

• Exceptional commercialdevelopment skills
• Ability to cultivate and build strong relationships with new and existing partners and industry counterparts.
• Solid cross-functional leadership skills with the ability to build consensus among teams (executive leadership, legal, marketing, finance)
• Excellent strategic presentation, communication, and interpersonal skills.
• Ability to identify strategic concerns quickly and drive internal stakeholders to a consensus
• Strong analytical skills to help evaluate and optimize deals and partnerships
• Excellent contract negotiation skills, and ability to manage deals independently
• Proven track record of success in generating new business
• Strong understanding of the business development process
• Excellent relationship-building and interpersonal skills
• Ability to work independently and as part of a team
• Strong analytical and problem-solving skills