Commercial Capabilities Manager
Aramex
Dubai, AE, United Arab Emirates
منذ 3 يوم

Purpose of the Job :

To lead the development and delivery of organizational learning and development strategy, ensuring that learning is aligned to strategic priorities.

To manage the delivery of business focused organizational development and learning and development activities. To build the effectiveness and capability of commercial individuals and develop operational effectiveness and high performance.

Job Responsibilities :

  • Responsible for aspects of foundational and continuous learning programs for sales, including but not limited to training content creation, scheduling and coordination, creation and deployment or delivery of on-demand courseware, and instructor-led sales training.
  • Leads the creation and deployment of appropriate training, content / sales messaging, processes, practices, forms, and tools to support the commercial force.
  • Upgrading the sales force efficacy and capabilities by ensuring coaching and mentorship programs are implemented in the stations
  • Help create a development program for frontline managers to ensure they have the skills, knowledge, processes and tools required to lead their sales teams effectively.
  • Review and update sales job family roles and responsibilities whenever needed in line with company strategic and sales structure
  • Create sales career path in coordination with corporate HR team
  • Coordinate with HR to set a process for hiring, promoting and developing the sales force
  • Map company’s sales process with our customer’s buying process to understand and enhance what skills, knowledge, process and tools are required by our sales force to increase velocity and conversion rates at each stage in those processes.
  • Partner with commercial leadership and HR to establish a sales competency and assessment framework to ensure that the needs of commercial staff, and their managers, are met.
  • Regularly spend time in the field with managers and reps to understand the field reality and build sales enablement deliverables to meet their needs.
  • Execute local sales training programs and keep updated on new training methods and techniques.
  • Assess and analyze business needs with recommendations on training plans and programs to enhance knowledge and skills.
  • Develop and maintain training materials related to sales initiatives including presentations, job aids, participant handouts, virtual class materials, and other resources

  • Ensure the design, delivery and measurable success of commercial individuals development strategy complement the commercial strategic direction and business plans.
  • Developing and implementing people planning, including all learning and development related plans, working collaboratively with HR to meet the desired outcomes.
  • Working with managers and HR colleagues to identify individual and team business related training needs.

  • Acting as the organization’s expert on learning and development, providing expert advice and support to the business, and ensuring that the strategic contribution that learning makes to the organization is understood.
  • Leading on the development of a culture of continuous improvement, introducing impact measured analytics to demonstrate scale of success of learning and development delivery, inform future L&D activities and demonstrate return on investment.
  • Working in conjunction with Senior Business Partners and the Recruitment Manager, evaluating commercial need and identifying planned solutions around succession planning, talent management and recruitment for commercial staff.
  • Ensuring any initiatives coordinate with wider HR initiatives and best use HR resources.

  • Increasing staff participation and involvement with corporate development activities through engagement and promotional activities.
  • Managing learning resources including the training budget to ensure maximum effectiveness of expenditure and return on investment.
  • 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
  • Experience of working in fast paced commercial and changing environment
  • Proficiency in MS Office (Excel, Word, PowerPoint and Outlook)
  • Experience of developing and implementing organizational development initiatives
  • Experience of designing and delivering a range of training solutions
  • Knowledge of employee engagement practices.
  • Experience of facilitation
  • 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.

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