Associate Director - Commercial

Redefining Sustainability | Innovating for the Future | Creating a Lasting Impact Botanica is a subsidiary of Red Sea Global and is part of the Red Sea Global Group of companies. We specialize in providing dedicated sustainable greenery across Red Sea Global’ s destinations ensuring careful integration of new species with local flora. As a subsidiary, Botanica benefits from shared strategic goals and collaborative initiatives within the Red Sea Global group of companies, enhancing our ability to serve our clients effectively. Spanning over 1 million square meters, driving our planet-first approach to sustainability. Since 2020, we have cultivated over 5 million plants, with an ambitious goal of 30 million by 2030, shaping the natural landscapes of The Red Sea & Amaala. With a team of passionate professionals—40% from the local community—and an unwavering commitment to ecological harmony, we are pioneering new global benchmarks in sustainable development. Why Join Us? • Sustainability at Scale: Be part of a project that’s transforming landscapes and preserving biodiversity. • Innovate & Grow: Work with industry experts in a fast-evolving environment. • Global Recognition: Join a company shaping the future of sustainable tourism and development. • Work in a Natural Paradise: Contribute to world-class projects in breathtaking locations. Be the Change. Join the World’s Most Visionary Developer Job Purpose: • Lead Botanica Red Sea's commercial function to grow profitable, contracted revenue across all business lines: plant and tree supply, contract growing, nursery services, horticultural soil, indoor plants and flowers, agricultural consulting, and landscape maintenance services. • The role owns commercial strategy, pricing, tendering, client contracts and key accounts across two client segments: internal clients within RSG, and external developments. • It is accountable for ensuring that every commitment made to a client is deliverable by the business units and margin-positive for Botanica. Job Responsibilities: Commercial Strategy & Planning • Develop the 3–5 year commercial strategy and annual revenue plan by business line, client segment and destination, aligned with the Botanica business plan and RSG Group priorities. • Define the product and service portfolio and the pricing architecture for each line (unit rates, lump sum, schedule of rates, per-m² maintenance rates, per-plant prices). • Lead market research and competitor benchmarking against nurseries, landscape contractors and facility management (FM) providers; identify new segments and services. • Provide the monthly demand forecast (confirmed orders, probable pipeline, renewals) to the PMO for sales and operations planning (S&OP). Business Development & Tendering • Build and manage the opportunity pipeline across internal RSG clients and external developments, including hotel operators, developers and government entities. • Chair bid/no-bid reviews; lead tender strategy and the preparation of technical and commercial proposals with input from Production, PMO and Finance. • Approve cost build-ups and price-to-win jointly with Finance; ensure no proposal is issued below the approved margin floor without Operational General Manager approval. • Develop strategic partnerships, distribution channels and B2B/B2C sales routes for indoor plants, flowers and soil products. Key Accounts & Client Contracts • Own the client relationship for all key accounts, internal within RSG and external; maintain an account plan, service level agreement (SLA) and periodic performance review for each. • Lead negotiation, execution and renewal of client contracts; renew recurring maintenance contracts well ahead of expiry, and ensure no service is mobilized without a signed contract or written instruction. • Manage variations, change orders, extra works, claims and price adjustments; maintain the client contract register and contract obligations log. • Run structured client satisfaction surveys and joint site reviews; act on complaints within agreed response times. Revenue, Billing & Collections • Ensure monthly invoices are backed by verified service evidence (completion certificates, measured quantities, approved timesheets) jointly with Production. • Own account-level collections with Finance; resolve disputed invoices and protect days sales outstanding (DSO). • Track sales, revenue and margin against plan; report variances and recovery actions monthly. Marketing, Brand & Visitor Experience • Lead marketing plans that position Botanica as a trusted supplier of sustainable, high-quality plant material, in line with RSG brand guidelines and the Group Marketing Division. • Oversee the plant catalogue, sales collateral, digital presence, exhibitions and seasonal campaigns. • Plan and deliver Botanica tours and visitor experiences for guests, partners and clients. Leadership & Governance       • Build and lead the commercial team (Business Development, Key Accounts, Estimation & Tendering, Contracts, Marketing); set objectives, KPIs and succession plans, including Saudization targets. • Own commercial policies: pricing approval matrix, credit terms, discount authority and anti-bribery and ethics controls (ISO 37301). • Deliver the fixed responsibilities of a Department Head (Section 11.1). Policies, Systems, Processes & Standards • Follow and enforce all relevant Botanica and RSG Group policies, delegation of authority (DoA), processes, standard operating procedures and instructions so that work is carried out in a controlled, auditable and consistent manner. Safety, Quality & Environment • Apply and champion the safety, quality and environmental management system (ISO 9001, ISO 14001, ISO 45001) and the compliance management system (ISO 37301) to ensure employee safety, legislative compliance, high-quality products and services, and a responsible environmental attitude. Continuous Improvement        • Identify and lead opportunities to improve the department's systems, processes and practices against international best practice, with a focus on cost reduction, productivity improvement and client value. Job Requirements: Qualification and Experience:         • Bachelor's degree in Business Administration, Marketing, Engineering, Horticulture or Landscape Architecture; MBA or equivalent preferred. • Minimum 15 years of commercial, business development or contracts experience, of which at least 7 years in a senior leadership role. • Proven record of winning and managing multi-year service or supply contracts above SAR 20M in landscaping, facility management, nursery, agriculture or hospitality services. • Experience with large-scale KSA developments, hotel operators or government clients is strongly preferred. Skills: • Contract negotiation, pricing models (unit rate, lump sum, cost-plus) and commercial risk allocation. • Strong financial acumen: margin analysis, cash flow impact of payment terms, forecasting. • Key account management, CRM systems and pipeline governance. • Executive-level communication and presentation; fluent English, Arabic strongly preferred. Job Context: • Botanica is an integrated landscape company with two revenue engines: project-based product sales (plants, trees, soil, indoor plants and flowers) and recurring services (landscape maintenance, nursery management and consulting). • The role serves internal clients within RSG and external developments, including hotel operators, developers and government entities, and must balance growth with what Production can actually deliver. • Key commercial risks are concentration on internal RSG clients, price pressure on maintenance renewals, and scope creep where contracted scope and actual service drift apart; the role must name these risks early and price them. Functional (Technical) Competencies: • Business Development & Client Relationship Management - Expert • Commercial Contracting & Pricing Strategy - Expert • Communication & Stakeholder Engagement - Expert • Sales Forecasting & Performance Tracking - Advanced • Market Research & Competitive Analysis - Advanced • Financial Coordination & Revenue Alignment - Advanced • Marketing & Outreach - Advanced • Visitor Experience Planning - Intermediate