JOB TITLE : Commercial Manager / HeadReporting to : Country ManagerPURPOSE OF THE JOBResponsible for driving revenue producing results by managing the commercial processes and teams within the countryJob ResponsibilitiesLeads the Sales function in alignment with global commercial strategy.
Leads a team of Channel Heads in team formation and account allocation.Supports, review and approve the sales strategies for each business and lead sales projects or initiativesAchieve country sales targets by (1) Developing new business, acquire key, high value clients spread across multiple industry verticals.
2) Retention of existing business (3) Grow business from existing clients by cross selling multiple products / logistics solutionsLeads the customer sales forecasting and establishes sales objectives by creating a sales plan and quota for Channels, in support of commercial objectives.
Responsible for the overall Sales function with regards to planning, development, implementation of Sales activities & programs.
Articulates sales policy, procedures and guidelines to support strategy implementation.Inputs to annual budget process as well as monitoring and delivering against itAssists in the completion of RFPs for the purpose of obtaining new projects.
Monitors businesses’ performance against all KPIsHelps in defining trainings / coaching / monitoring activities for the Commercial teams.
Develops and maintain organizational capability and participate in the talent management processStrong oversight of a succession planning program to support channel objectives.
Performs other related duties, as assigned, for the purpose of ensuring the efficient and effective functioning of the Commercial Department or other Company goals and objectives.
surveying consumer needs and trends; tracking competitors.Coordinates corrective actions to sales programs, if necessary, to achieve target commitmentsNetworks with peer group & other internal affiliates to roll out best proven practices, as relevantOversees the development of sales strategy : value proposition, market segmentation, strategy and differentiation, market insight, brand strategy and industry trends, white space opportunities and ensure that this is aligned to the corporate goals leading to shareholder value creation.
Job Requirements (Experience and education)Bachelor’s degree in business or any other fieldProficiency in MS Office (Excel, Word, PowerPoint and Outlook)At least 10 years sales experience, preferably in related industryExcellent interpersonal, negotiation and communication skillsStrong customer focus and analytical skillsSkills and CompetenciesProven track record of attaining organizational and personal objectives Results OrientedStrong Business Acumen and Industry KnowledgeStrong Work ethic and Customer Centric mindsetProven track record in improvements in forecasting, sales force sizing, dashboard implementationProficient in working with Global and local leaders to develop short and long-term goals that are specific to our commercial organization Results OrientedAdaptable, strong team player with outstanding communication skills and ability to work with all functional areas (Cross Functional Relationship Management)Strong Negotiation Skills, incorporating various strategies and desired outcomesAbility to influence all customers (both internal and external) on issues that impact the businessProficiency in the usage Microsoft office and other tools, to deliver key accountabilitiesCompany Overview : Since our founding in 1982 we have grown to become a world leader in comprehensive transport and delivery solutions for business and consumers.
Headquartered in Dubai, at the heart of the world’s most dynamic commercial hub and on the site of historic trade routes linking east and west, commerce and transport are deeply embedded in Aramex’s DNA.
We are dedicated to transforming the face of trade, expanding our operations rapidly to better connect businesses and consumers worldwide.