Purpose of the Role :
Responsible for driving revenue producing results by developing and maintaining the sales pipelines, scorecards, and processes.
To play a key role in informing and executing the commercial strategy and representing these interests in the roadmap planning process.
Developing performance management tools that will enable senior management to make informed decisions and producing suite of reports by product area on a regular basis.
Act as an internal commercial expert and partner with the stations to help assess, measure and enhance the performance of revenue generation activities connected with sales force effectiveness
This position contributes significantly to overall success of the business by providing sound coaching and sales techniques, guidance and administration, which result in targets being exceed.
Job Responsibilities :
Maintaining a clear understanding of the commercial performance of all revenue generating activities.
Develop short to long-term (1-3 years) plans for optimizing the organization, function, or job-family and the talent required to execute strategies
Use breadth of understanding of all activities to recommend strategic approaches to delivering commercial targets.
Responsible for the overall Sales function with regards to planning, development, implementation of Sales activities & programs i.
e in market and customer sales forecasting, planning & deployment of Sales budgets, crafting & implementing commercial strategies for various geographies of the business.
Network with peer group & other internal affiliates to roll out of Best Proven practices of the sales enablement across the network including processes and performance KPIs’, solutions designs and sales talent development
Develop and manage the sales pipeline while continuously tracking results
Build top down forecasts in alignment with global strategy for each entity
Drive sales analytics reporting around commercial achievements and set action plans accordingly to maintain the status quo or rectify where needed
Develop and manage the sales scorecards and roll-out to sales teams across the network
Develop the account profiling and customer intelligence processes, train the sales team and roll-out to different stations
Define and implement a reporting and monitoring process that will provide management with up to date commercial information at all time.
Own commercial evaluation of strategic and in life activities
Keep track of commercial performance as a whole against budget.
Maintain strong relationships with peers and those more senior across the network to enable an environment of support and close working to facilitate revenue generation.
Align with Finance team and create processes to review KPIs monthly
Review and approve all commissions claim against targets achievements from B2B team.
Partner with local managers to identify and analyze areas of revenue generation opportunities for products and / or services in support of business goals and to monitor the commercial agents’ overall effectiveness throughout the sales process.
Consult, train, mentor, and coach local managers and associates in areas that include revenue generation performance issues and overall sales effectiveness.
Assess and analyze business needs with recommendations on training plans and programs to enhance knowledge and skills
Work cross-functionally between various departments to help measure, analyze and enhance the performance of revenue generation activities connected with counter sales effectiveness.
Analyze stations’ performance and understanding of goal setting
Effectively and efficiently coach others on specific sales techniques.
Job Requirements :
At least 10 years sales experience, preferably in transport or express shipping
Bachelor’s degree in business or any other field
Excellent interpersonal, negotiation and communication skills
Strong customer focus and analytical skills
Experience of working in fast paced commercial and changing environment
Experience of trading and commercial business drivers
Experience of Budget management
Proficiency in MS Office (Excel, Word, PowerPoint and Outlook)
Company 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.