By Shahaboddin Wahdatehagh, Sr. Director Global Account Management, Aramex
Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market. Aramex services include international and domestic express delivery, freight forwarding, integrated logistics and supply chain management, and e-commerce solutions. The company has grown into a global brand and a market-leading express delivery and logistics services provider to the Middle East and other emerging economies.
Aramex was the recipient of the 2021 SAMA Excellence Award for “Outstanding Young SAM Program.”
Responding to Market Shifts
The logistics and transportation industry has been going through big changes in recent years, thanks in part to challenges wrought by new competitors who have disrupted the industry through technology. Additionally, customers have started to explore greater independence through forward integration (a push by carriers entering the freight-forwarding business) as well as through backward integration (insourcing, in some cases, the capabilities needed to manage express and domestic deliveries).
“In response to these market shifts, Aramex decided to move from a purely product-oriented approach to a market-shaper approach through deep integration with its customers.”
To succeed, we established four objectives that went beyond technological changes to include people and processes.
- Form an organizational capability around co-creating products and solutions with our customers
- Redesign our philosophy around our customers’ needs
- Make a positive business impact on our customers’ operations
- Ingrain a deeply customer-centric vision and mission for sales.
We needed a different sales strategy and go-to-market approach with regards to strategic and global key accounts, as our existing country-focused structure could not support, let alone scale, the required new concepts.
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