Business Head

Job Description – Business Head, International Business (Distribution & Private Label)

Position -  1

Reporting To : Chief Business Officer 

 

Role Purpose

The Business Head will be responsible for driving international business growth by expanding the distributor network, increasing sales of standard catalogue products, developing customized solutions for large hospitality customers, and building a strong private label business with regional manufacturers and brand owners. The role will focus on achieving sustainable revenue growth while strengthening the company's presence across assigned international markets.

Key Responsibilities

1. Distribution Network Expansion

·   Develop and execute the international distribution strategy for assigned territories.

·   Identify, evaluate, appoint, and onboard high-performing distributors.

·   Build long-term relationships with distributors and ensure achievement of agreed sales targets.

·   Establish annual business plans, sales forecasts, and growth roadmaps for each distributor.

·   Drive market penetration by increasing product availability and expanding channel reach.

·   Identify key markets/countries in each region assigned for launching KH products. 

2. Catalogue Product Sales

·   Promote and grow sales of the company's standard catalogue of personal care and hospitality products.

·   Work closely with distributors and train their sales teams to introduce new products and expand the customer base.

·   Ensure effective implementation of pricing, promotional campaigns, and product launches.

·   Monitor product performance and recommend portfolio improvements based on market feedback.

3. Customized Solutions for Hospitality Chains

·   Identify opportunities with international and regional hotel chains, resorts, serviced apartments, cruise operators, healthcare institutions, and airlines.

·   Collaborate with customers to develop customized amenity programs, packaging, fragrances, formulations, and branding solutions.

·   Coordinate with Product Development, Marketing, Packaging, and Supply Chain teams to deliver customer-specific projects on time.

·   Manage the complete project lifecycle from opportunity identification to commercial launch.

4. Private Label Business Development

·   Identify private label opportunities with retailers, hospitality brands, distributors, and manufacturers.

·   Build relationships with companies seeking contract manufacturing and private label solutions.

·   Lead customer discussions on product development, regulatory requirements, packaging, pricing, and commercialization.

·   Manage the complete sales cycle from lead generation through negotiations and contract closure.

·   Develop long-term strategic partnerships that contribute recurring business.

5. Key Account Management

·   Develop strategic relationships with major hospitality groups, procurement companies, distributors, and corporate customers.

·   Conduct regular business reviews and identify opportunities for cross-selling and portfolio expansion.

·   Ensure high customer satisfaction and retention.

6. Market Intelligence

·   Monitor market trends, competitive activities, pricing, customer preferences, and regulatory developments.

·   Identify emerging opportunities across hospitality, travel, institutional, and retail sectors.

·   Recommend new product opportunities and market entry strategies.

7. Business Planning & Performance Management

·   Prepare annual sales plans, budgets, forecasts, and regional business strategies.

·   Monitor sales performance against targets and implement corrective actions where required.

·   Deliver regular business reviews with actionable insights and growth initiatives.

8. Cross-functional Collaboration

·   Work closely with Marketing, R&D, Regulatory, Operations, Supply Chain, Finance, and Customer Service teams to ensure seamless execution of customer projects.

·   Support international exhibitions, trade shows, distributor conferences, and customer events.

Key Performance Indicators (KPIs)

·   Revenue growth from assigned international markets.

·   Number of new distributors appointed.

·   Distributor sales growth and market coverage.

·   Sales contribution from standard catalogue products.

·   Revenue generated through customized hospitality solutions.

·   Private label business secured and annual contract value.

·   Number of new strategic accounts acquired.

·   Customer retention and repeat business.

·   Gross margin achievement.

·   Forecast accuracy and pipeline conversion rate.

Qualifications

·   Bachelor's degree in Business, Marketing, International Trade, or a related field.

·   MBA or equivalent postgraduate qualification preferred.

Experience

·   12–18 years of experience in international business development, distribution management, hospitality supplies, personal care, FMCG, cosmetics.

·   Demonstrated success in managing international distributors and developing new export markets, managing a complete region. 

·   Experience in private label/contract manufacturing business development is highly desirable.

·   Strong understanding of hospitality procurement and international trade practices.

Competencies

·   International business development

·   Distributor management

·   Strategic sales planning

·   Key account management

·   Negotiation and commercial acumen

·   Private label business development

·   Project management

·   Financial and commercial analysis

·   Cross-cultural communication

·   Leadership and team management

·   Customer-centric approach

·   Problem solving and decision making

Travel Requirement

Extensive international travel (approximately 40–60%) across assigned territories for distributor development, customer meetings, trade exhibitions, and strategic business reviews.

 

 

Region

Base Location

Managed Countries

GCC

Abu Dhabi

UAE, Saudi, Oman, Qatar, Bahrain, Kuwait