JOB DESCRIPTION
Job Title:
Commercial Manager
O*NET Code:
11-2022.00 (Sales Managers)
Job Level:
L7 — Executive / Director
Job Code:
RA-Commercial-01
Sector:
Executive Leadership
Company:
Al-Rafidain Group
Division:
Commercial Leadership
Department:
Commercial
Section:
Sales & Business Development
Reports To:
 
Subordinates:
 
Functional Manager
 
 
Job Purpose
Lead the company's commercial function — sales strategy, business development, key-account management, and channel performance — to grow revenue, market share, and customer satisfaction. The role is accountable for the long-term health of the function — balancing operational excellence today with capability building, governance, and risk management for tomorrow — and acts as the most senior decision-maker on all matters within scope.
Key Duties & Responsibilities
●  Develop and execute the commercial strategy aligned with company objectives.
●  Set sales targets, channel mix, and pricing within Group governance.
●  Manage key-account relationships and major contracts.
●  Oversee the sales pipeline, forecasting, and field performance.
●  Drive market intelligence, competitor analysis, and new-business opportunities.
●  Lead and develop the commercial team and ensure target alignment.
●  Set, monitor, and review departmental KPIs and ensure timely corrective action when targets are at risk.
●  Build and develop a high-performing team — recruit, develop, mentor, and manage performance — and ensure succession plans are in place for critical roles.
●  Champion compliance with applicable laws, group governance policies, and the company's code of conduct.
●  Represent the company in high-level external forums and maintain key relationships with regulators, partners, and customers.
Qualifications & Requirements
Bachelor's in Business, Marketing, or related; MBA preferred.
 
● Languages: Working proficiency in Arabic (native or near-native) and English (intermediate or above for technical reading and reporting).
● Computer literacy: Proficiency in Microsoft Office (Word, Excel, PowerPoint) and the company's enterprise systems (ERP/LIMS/CMMS as applicable to the role).
Experience
10+ years in sales / commercial roles, 4+ at managerial level.
 
● Track record of successful delivery in a comparable role within a regulated or quality-driven environment.
● Demonstrated ability to operate within an Iraqi-Group setting, working with internal stakeholders across functions and external regulators / partners.
Skills & Competencies (Knowledge, Skills and Abilities)
Knowledge
●  Sales strategy and channel design
●  Pricing and margin management
●  Customer-relationship management
Skills
●  Negotiation and contract management
●  Forecasting and pipeline management
●  Coaching field sales teams
Abilities
●  Build long-term customer relationships
●  Read market signals and adapt quickly
●  Communicate with influence
Key Performance Indicators (KPIs)
●  Revenue achievement — Target: ≥ 100% of plan | Frequency: Quarterly | Source: Finance results
●  Customer retention — Target: ≥ Group benchmark | Frequency: Annual | Source: CRM
●  New-business contribution — Target: ≥ 10% of revenue | Frequency: Annual | Source: Sales tracker
 
Prepared by: (Direct Manager)
Reviewed by: (BUHR / HRBP)
Approved by: (Group OD Manager)
Approved by: (Group HR Director)
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Acknowledgement
This certifies that I have read the job description and I am able to perform all essential duties as outlined.
Employee Name: ________________   Signature: ________________   Date: ________________