Associate Director Commercial

About Botanica and Red Sea Global

Botanica, a subsidiary of Red Sea Global, specializes in providing sustainable greenery across Red Sea Global’s destinations. The company focuses on integrating new species with local flora and operates with shared strategic goals within the Red Sea Global group. Botanica manages over 1 million square meters, cultivating over 5 million plants since 2020, with a target of 30 million by 2030. The team includes 40% local community members and is committed to ecological harmony and sustainable development.

Role Overview

The Associate Director Commercial will lead Botanica Red Sea's commercial function, focusing on increasing profitable, contracted revenue across all business lines. This includes plant and tree supply, contract growing, nursery services, horticultural soil, indoor plants and flowers, agricultural consulting, and landscape maintenance services. The role involves owning the commercial strategy, pricing, tendering, client contracts, and key accounts for both internal Red Sea Global clients and external developments. The Associate Director is responsible for ensuring that all client commitments are deliverable and margin-positive for Botanica. This full-time position is based in Riyadh, Saudi Arabia, and requires over 10 years of experience.

Key Responsibilities

• Develop and implement the 3–5 year commercial strategy and annual revenue plan, aligning with Botanica's business plan and Red Sea Global Group priorities.
• Define the product and service portfolio and pricing architecture for each business line.
• Conduct market research and competitor benchmarking, identifying new segments and services.
• Provide monthly demand forecasts to the PMO for sales and operations planning.
• Build and manage the opportunity pipeline across internal Red Sea Global clients and external developments, including hotel operators, developers, and government entities.
• Chair bid/no-bid reviews and lead tender strategy, proposal preparation, and cost build-up approvals.
• Develop strategic partnerships, distribution channels, and B2B/B2C sales routes for specific products.
• Manage client relationships for all key accounts, including maintaining account plans, SLAs, and performance reviews.
• Lead negotiation, execution, and renewal of client contracts, ensuring services are mobilized with signed agreements.
• Manage variations, change orders, claims, and price adjustments, maintaining contract registers.
• Ensure monthly invoices are supported by verified service evidence and manage account-level collections with Finance.
• Track sales, revenue, and margin against plans, reporting variances and recovery actions.
• Lead marketing plans to position Botanica as a trusted supplier, overseeing the plant catalogue, sales collateral, and digital presence.
• Plan and deliver Botanica tours and visitor experiences for guests, partners, and clients.
• Build and lead the commercial team, setting objectives, KPIs, and succession plans, including Saudization targets.
• Own commercial policies, including pricing approval matrix, credit terms, and anti-bribery controls.
• Adhere to and enforce all relevant Botanica and Red Sea Global Group policies, processes, and standards.
• Apply and champion safety, quality, environmental, and compliance management systems.
• Identify and lead opportunities for continuous improvement in departmental systems and practices.

Job Context

Botanica operates with two primary revenue streams: project-based product sales (plants, trees, soil, indoor plants, and flowers) and recurring services (landscape maintenance, nursery management, and consulting). This role serves both internal Red Sea Global clients and external developments, including hotel operators, developers, and government entities. The position requires balancing growth objectives with the delivery capabilities of the production units. Key commercial risks include client concentration, price pressure on maintenance renewals, and scope creep, which the role must identify and address proactively.

Qualifications and Experience

• Over 10 years of relevant professional experience.
• Demonstrated ability to lead commercial functions and drive revenue growth.
• Experience in commercial strategy, pricing, tendering, and contract management.
• Proficiency in managing client relationships and key accounts.
• Understanding of sales and operations planning (S&OP) and demand forecasting.
• Knowledge of marketing plans and brand positioning.
• Experience in team leadership, objective setting, and succession planning.
• Familiarity with ISO standards (9001, 14001, 45001, 37301) for quality, environment, safety, and compliance.